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Master of Business Administration (Marketing & Sales) Programme Code: MMS Duration – 2 Years Full Time

Programme Structure and Curriculum & Scheme of Examination 2010

AMITY UNIVERSITY UTTAR PRADESH
GAUTAM BUDDHA NAGAR

PREAMBLE

Amity University aims to achieve academic excellence by providing multi-faceted education
to students and encourage them to reach the pinnacle of success. The University has designed a system that would provide rigorous academic programme with necessary skills to enable them to excel in their careers. This booklet contains the Programme Structure, the Detailed Curriculum and the Scheme of Examination. The Programme Structure includes the courses (Core and Elective), arranged semester wise. The importance of each course is defined in terms of credits attached to it. The credit units attached to each course has been further defined in terms of contact hours i.e. Lecture Hours (L), Tutorial Hours (T), Practical Hours (P). Towards earning credits in terms of contact hours, 1 Lecture and 1 Tutorial per week are rated as 1 credit each and 2 Practical hours per week are rated as 1 credit. Thus, for example, an L-T-P structure of 3-0-0 will have 3 credits, 3-1-0 will have 4 credits, and 3-1-2 will have 5 credits. The Curriculum and Scheme of Examination of each course includes the course objectives, course contents, scheme of examination and the list of text and references. The scheme of examination defines the various components of evaluation and the weightage attached to each component. The different codes used for the components of evaluation and the weightage attached to them are: Components Case Discussion/ Presentation/ Analysis Home Assignment Project Seminar Viva Quiz Class Test Attendance End Semester Examination Codes C H P S V Q CT A EE Weightage (%) 05 - 10 05 - 10 05 - 10 05 - 10 05 - 10 05 - 10 10 - 15 05 70

It is hoped that it will help the students study in a planned and a structured manner and promote effective learning. Wishing you an intellectually stimulating stay at Amity University. July, 2010

PROGRAMME STRUCTURE
FIRST SEMESTER
Old Course Code MMSHR 10101 MMSMK 10101 MMSFN 10101 MMSCS 10101 MMSEN 10101 MMSMK 10102 MMSOM 10101 MMSBS 10101 MMSBS 10102 MMSFR 10101 MMSGR 10101 MMSSH 10101 MMSJP 10101 MMSCE 10101 New Course Code MMS 101 MMS 102 MMS 103 MMS 104 MMS 105 MMS 106 MMS 107 MMS 142 MMS 143 MMS 144 MMS 145 MMS 146 MMS 147 MMS 148 Course Title Organizational Theory & Management Marketing Management Accounting for Management Computer Application Economic Analysis Sales Management Quantitative Techniques Business Communication – I Behavioural Science – I Foreign Language - I French German Spanish Japanese Chinese TOTAL Lectures (L) Hours Per Week 4 3 3 2 3 4 2 1 1 2 Tutorial (T) Hours Per Week 1 1 1 Practical (P) Hours Per Week 2 Total Credit 4 3 4 3 4 4 3 1 1 2

29

SECOND SEMESTER
MMSMK 10201 MMSMK 10202 MMSMK 10203 MMSMK 10204 MMSMK 10205 MMSLW 10201 MMSFN 10201 MMSBS 10201 MMSBS 10202 MMSFR 10201 MMSGR 10201 MMSSH 10201 MMSJP 10201 MMSCE 10201 MMS 201 MMS 202 MMS 203 MMS 204 MMS 205 MMS 206 MMS 207 MMS 242 MMS 243 MMS 244 MMS 245 MMS 246 MMS 247 MMS 248 Distribution & Logistics Management International Marketing Management Consumer Behaviour Product & Brand Management Market Research Economic and Business Legislation Financial Management Business Communication – II Behavioural Science – II Foreign Language – II French German Spanish Japanese Chinese TOTAL 4 3 3 3 3 4 3 1 1 2 1 2 4 3 3 3 4 4 4 1 1 2

29

SUMMER INTERNSHIP (8 - 10 WEEKS) THIRD SEMESTER
MMSGM 20301 MMSGM 20302 Strategic Management Managerial Competencies & Career Development (Non-credit course) MMSSI 20350 MMS 350 Summer Internship (Evaluation) MMSBS 20301 MMS 342 Business Communication – III MMSBS 20302 MMS 343 Behavioural Science – III Foreign Language - III MMSFR 20301 MMS 344 French MMSGR 20301 MMS 345 German MMSSH 20301 MMS 346 Spanish MMSJP 20301 MMS 347 Japanese MMSCE 20301 MMS 348 Chinese Electives: Choose any 6 courses (18 credit units) from the following MMSMK 20301 MMS 303 Advance Sales Management MMSMK 20302 MMS 304 Advertising and sales Promotion MMSMK 20303 MMS 305 Industrial Marketing MMSMK 20304 MMS 306 Services Marketing MMSMK 20305 MMS 307 Rural & Agricultural Marketing MMS 301 MMS 302 4 1 1 1 2 4 9 1 1 2

3 3 3 3 3

-

-

3 3 3 3 3

MMSMK 20306

MMS 308

Entrepreneurship & New Venture TOTAL

3

-

-

3 35

FOURTH SEMESTER
MMSGM 20401 Management in Action - Social, Economic & Ethical Issues MMSGM 20402 MMS 402 Managerial Excellence (Non-credit course) MMSDI 20460 MMS 455 Dissertation (to commence in Semester-III) MMSBS 20401 MMS 442 Business Communication – IV MMSBS 20402 MMS 443 Behavioural Science – IV Foreign Language – IV MMSFR 20401 MMS 444 French MMSGR 20401 MMS 445 German MMSSH 20401 MMS 446 Spanish MMSJP 20401 MMS 447 Japanese MMSCE 20401 MMS 448 Chinese Electives: Choose any 6 courses (18 credit units) from the following MMSMK 20401 MMS 403 Customer Relationship Management & Technology MMSMK 20402 MMS 404 Retail and Mall Management MMSMK 20403 MMS 405 Direct Marketing MMSMK 20404 MMS 406 Marketing of Financial Services MMSMK 20405 MMS 407 Service Operations Management MMSMK 20406 MMS 408 Supply Chain Competitiveness TOTAL Note: 1. 2. For non-credit courses, evaluation will be done but no credit units will be assigned. They will be reflected in the grade sheet with result as “satisfactory” or “Unsatisfactory”. In semester III & IV, a student can opt for one course of BSI/ EMC2 in each semester either as an alternative to one of the elective courses or as an additional course. In case these are taken as an alternative to an elective course, each of these courses will have 4 credit units and if taken as additional courses then each will be treated as non-credit course. MMS 401 4 1 1 2 4 9 1 1 2

3 3 3 3 3 3

-

-

3 3 3 3 3 3 35

Tanuja. Managing Organizations – An understanding of why Organizations Fail. TMGH • Mainiero. • Shukla. Conflict and Politics. The learning unfolds structural and strategic processes of Human Resources in totality. J.A. References: • Barat. A. Prentice Hall International. 2006. Human Resource Planning. Excel Books. Images of Organization. Performance Management System. Managing Careers & Mentor Relationship Module V: Human Resource Management in Perspective Human Resource Management and the Strategic role of HR. therefore. Organizational Power. As trustees of society’s precious human. Developing Managerial Skills in Organizational Behaviour.A Future Perspective Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Agarwal. Cases and Readings. Module IV: The Organization Motivation and Job Performance. its historical roots of management and changing paradigms of Individual – Organizational Fit. material. Organizations . Purpose & Environment of Human Resource. Emerging Issues in Management Module II: Management in the Era of Change Multiple Stakeholder Relationships. calls for more ethical conduct and promise to keep things interesting.P. R. Organizational Structure. The objective of this course is to impart a complete understanding about Organizational theory. Fundamentals. Allyn and Bacon. Oxford University Press. Learning & Development of Human Resource.Curriculum & Scheme of Examination ORGANIZATIONAL THEORY AND MANAGEMENT Course Code: Course Objective: Managers face difficult and exciting challenges today. MMS 101 Credit Units: 04 Course Contents: Module I: Overview of Management Schools of Management. & Baron. 2nd Ed. . The Practice and Study of Management. Designing Effectives Organizations: Sage Publications. Organization Behaviour. Organizational Design. The Rise of the Environmental Movements. 1993. A global economy in which world-class quality is the ticket to success. • Robbins. Emerging trends in HR Module VI: Human Resource Management in Action Acquiring Human Resources. India. essential to guide large and small. 3rd Ed. Globalization of Management Module III: Interpreting the Organizational Reality The Systems approach to Organization. 2005. • Greenberg.2006. Behaviours in Organizations. Human Resource Evaluation. Understanding Organizations: Organizational Theory and Practices in India. L. profit and non-profit organizations successfully through these turbulent times. increased diversity in the work force. financial. Boston. Ethics and Social Responsibility. managers hold the key to a better world. 8th Ed. Exercises. Organizational Decision – Making and Strategy Formulation. and informational resources. Values and Quality Improvement. • David K. Managing and Managers. International Human Resource Management. Organizational Culture. S. Prentice Hall International. • F Luthans. 2007. Strategic Human Resource Management. Banner & T Elaime Gague. A solid grounding in management and behaviour are. N. Organizational Theory: The structure and design of organizations. The Challenges of Management. PHI. & Tromley. M. 1998. Emerging issues in Management.

• • Russell L Ack off: Recreating the Corporation: A Design of Organization for the 21st Century. J. R. John Wiley & Sons. & Osborn.R. 1985. Oxford University Press Schermerhorn. Managing Organizational Behaviour. Hunt.N.. Jr. .G. J.

Channel design decisions. Relationship marketing. Length. and brand management. public relations. Gathering and Analyzing Data Module III: Understanding Consumer Behaviour The factors influencing consumer behaviour. stages in lifecycle and factors affecting each stage.MARKETING MANAGEMENT Course Code: Course Objective: The objective of this course is to introduce the basic concepts of marketing and to develop a feel of the marketplace. initiating and responding the price changes. stages of product development. latest edition Ed. Module IX: Managing the Integrated Communication Advertising. Conflict. PHI publications References: • Rajan Saxena. factors effecting the buying decision. adapting the price. Module V: Managing Competition Analysing Competition. Module VIII: Designing& managing value networks & marketing channels Channel functions and flows. Channel dynamics. targeting. line analysis. Social marketing. Product life cycles. Module X: Marketing implementation Formulating the marketing plan. Adoption process. Channel management decisions. MMS 102 Credit Units: 03 Course Contents: Module I: Understanding Marketing Management The orientations towards market place. Objectives. The stages in the buying process. Module VII: Pricing Strategies Setting the price. latest edition. the buying decision making process. direct marketing. reaction patterns of various market players. New Product development. Module II: Market research & environmental scanning Research. positioning. Primary and Secondary Research. Marketing Management. Managing product life cycles. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Philip Kotler 13th Ed. width and depth of a line. Strategic Planning. Namakumari . sales promotions. Module VI: Product Management Classification of products. Product mix decisions and line management. vertical horizontal and multi channel marketing systems. The industrial buying process Module IV: Segmentation Segmentation. Marketing Management Tata McGrow Hill • Ramaswamy. cooperation and competition. Principles of Marketing.

Budgeting & Variance Analysis.PHI (Prentice Hall of India. Foundations. Accounting for Management. As the course unfolds. • Tulsian. 2nd Ed. Module IV: Cost Accounting Elements of cost. Excel Books . • Banerjee. This ability to analyze financial statements will enable participants to deal more effectively with strategic options for their businesses or business units. 2005 . and Dearden. balance sheets. Method of Inventory Valuation. Cost Sheet. Adjustments.Financial Accounting.Financial Accounting. Accounting policies. Depreciation Accounting. 2nd Edition. In addition the course develops skills in interpreting earnings statements.ACCOUNTING FOR MANAGEMENT Course Code: Course Objective: Participants in this course will develop the essential ability of all managers. Accounting and management control. • Ghosh. Branches of accounting. Vikas Publishing House Pvt. Trial Balance & Errors. A. 2005.2005. MMS 103 Credit Units: 04 Course Contents: Module I: Accounting Basics Introduction. Ratio Analysis. Module V: Management Accounting Emergence of Management Accounting.Accounting for Management. Cost Classification and Allocation. 2006. and cash flow reports. S. Determination of Existing and future capital requirement. Module II: Final Accounts Preparation.Finanacial Accounting –A Managerial Perspective. Analysis. Cash book and Bank reconciliation statement. Ltd. 2006 . Recording of transactions and classification. Payroll Accounting. Reserves & Provisions. 2nd Ed. Fund flow and Cash flow analysis. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Bhattacharya. P. 2006 . Module VI: Common Issues and recent trends in Accounting Accounting for Investments. participants will build an increasingly sophisticated level of understanding of the language of accounting and its key concepts. Form and contents of financial statements with reference to Indian Companies Act. Marginal Costing and Cost Volume Profit Analysis.) • Maheshwari S N and S K Maheshwari.C. Excel Books. Vikas Publishing House References: • Narayanaswamy R. J.T. Inflation Accounting & Pricing decisions. Tata McGraw Hill.K.P. Module III: Financial Statement Analysis Relation and Comparison of Accounting data and using financial statement information. Activity Based Costing & responsibility Accounting. to use complex accounting information as a platform for decision-making. Fundamentals of Management Accounting.

Overview of Antivirus. Protocols. 1999. MS ACCESS as tools for understanding of DBMS concepts Module III: Management Information Systems Introduction to Information Systems. Types of software. Traditional file system. Network. Computer architecture. MS – Access. C2C etc. Introduction of Mobile Technologies Module V: E-Commerce and IS Security Introduction to E-Commerce and M-Commerce.C. Technology behind Internet. Application of Internet. . MS -Word. Module IV: Computer Networks Introduction to networking. Decision Support Systems.. Concept of B2B. Concept of Internet Banking and Online Shopping. MMS 104 Credit Units: 03 Course Contents: Module I: Introduction to computers Computer fundamentals: History and development of computers.). Computers and Information Management. V. Potter. The IS Security. 1998. BPB Publications. Firewalls and Overview of IT-ACT 2000 Module VI: E-governance E-governance as an effective tool to manage the country’s citizens and resources. Introduction to various application softwares Module II: DBMS Introduction to DBMS. 1994. FoxPro • Mansfield. Roles.Office. Computer fundamentals. • Nagpal. Success factors in implementation of Information Systems. an Introduction to Computers.. Executive Support Systems. 1994. Wheeler Publishing. Advantages and Disadvantages of each. Tata McGraw-HILL Turbon. and Ramani. Compact Guide to MS . Prentice Hall of India. Advantages and Disadvantage of e-governance. History and Future of e-governance. • Manuals for Ms-Office. Management Information Systems. Components. Basis concepts of Internet and IP Address. New Delhi. Services of internet. Advantages of Network Environment. K. S. scope and advantage of Transaction Processing Systems. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • • Peter Norton’s. Types of DBMS Advantages and disadvantages of each. Introduction to Computers. Spamming Etc. B2C. Hacking. • Hunt and Shelly. Introduction to Internet. Intranet and Extranet. • Bhatnagar. Types of networking. Benefits of DBMS over traditional file system. (Piracy. John Wiley & Sons (Asia) Pte Ltd References: • Rajaraman. System Software (Operating Systems.V. e-governance perspective in India Advantages of Egovernance to a developing economy like India. Introduction to hardware and software.COMPUTER APPLICATION Course Code: Course Objective: The course will expose the students to the latest trends in computer and understand the concepts and working of latest business application packages. Generations of software. Prentice Hall of India. Excel. Computers and Commonsense. Introduction of Network operating system. Introduction to Computers. Cracking. Computer Languages). Security Threats and remedies. DNS.

Business Cycles: An Analysis of Fluctuation in the level of Economic Activity. Phases of Business Cycles. objectives and impact on economy. Consumption Function. law of supply. Concept of elasticity of demand. Price Level and other Macro Economic Variables and Analysis of Policies to control inflation. Demand analysis: nature of demand for a product. Cobb. Cost Analysis: Cost relevant for management decision making. Least cost combination of inputs for a firm. Deflation. Demand forecasting—need for forecasting and techniques of forecasting. Economies of scale: internal and external.income. Foreign Trade and Government Sector. Emphasis would be laid on the understanding of key economic variables both at micro and macro level which influence the business operations and strategies of the firm and the business environment under which they operate. Module IV: Macro Economics Analysis Economic Policy and Analysis : Macro Economic Variables and Functional Relationships. Liquidity preference function. National Income Analysis:. 2nd Edition. price and advertizing elasticity. Inflation and Deflation: Demand – Pull and Cost – Push Inflation.ECONOMIC ANALYSIS Course Code: Course Objective: To familiarize the students with theoretical concepts of modern Economic Analysis so that they can use these as inputs in managerial decision making process. Economies of scale : Internal and External. cross. Supply function: determinants of supply of a product. Leontief. Cost Function: Cost and output relationship. Credit Policy and its implications on the Corporate Sector. Cost function: cost and output relationship. 2006. Function of Central Bank. Applications of the concept of price elasticity of demand in business decisions. National Income Aggregates. Precautionary and Speculative Demand for Money. Saving Function and investment Function. Module III: Market Structure: Price and Output decisions Pricing and Output decisions – Perfectly Competitive and Monopoly Market Pricing and Output DecisionsUnder Monopolistically Competitive Market. Models of Oligopolistic Market : Price Rigidity – The Kinky Demand Curve Model Interdependence—The Cournot Model. Module II: Theory of production and cost. Models of Income Determination: Keynesian Model and Neo-Classical Models. Demand function and determinants of demand. Short run and long run. Production analysis: Production function—neo-classical. Factors Influencing the Business Environment. Baumoul’s Sales Maximization Model. Money Market. Tata McGraw Hill . Subjective and Structural. Approaches to National Income Measurement. Short Run and Long run. Models of Circular Flow of Money-Incorporating Savings Investment. An Analysis of the Objectives of a Business Firm: Profit Maximization Model. Capital Market and Foreign Exchange Market. Cartels and Collusion. demand by market segmentation. Fiscal Policy: meaning. Examination Scheme: Components Weightage (%) P-1 10 C-1 10 CT-1 20 EE 60 Text & References: Text: • Gupta. Demand and Supply of Money: Transaction. Elasticity of supply. G.individual demand and market demand. Price Leadership Models. Factors Influencing Consumption FunctionObjective. Monetary Policy: Objectives of Monetary Policy. Impact of Inflation on Employment. Expansion path of a firm. Business Environment : An Exogenous Variable. Concepts of Investment Multiplier. MMS 105 Credit Units: 04 Course Contents: Module I: Theory of demand and supply Nature and scope of economic analysis: its relevance for managerial decision making.S.Product Differentiation. Managerial Economics. Theorems on the price elasticity of demand. Cost concepts: costs relevant for management decision making. Price Discriminating Monopolist. Components of Money Supply. Marris’s Model of ‘Managerial Enterprise’ Williamson’s Model Of ‘Managerial Discretion. Concept of an isoquant—smooth curvature and right angle. Returns to scale and returns to a factor.Douglas.

V.2006. 9th Edition. A.C and Lewis. • Salvatore. G. • Goldfield.M and Chandler. Managerial Economics. 1993 Business Economics Macmillan. • Koutsoyiannis. International Economics. S Chand and Co. 1994 Manageriaql. • Varshney. John Wiley & Sons. R. D. • Chandra.C. The Economics of Money and Banking. P. S. 6th Edition. 5 the edition. Tata McGraw Hill. Thomson-South Western . L. D. Land Maheshwari. R. Third Edition. Prentice Hall of India References: • R Ferguson.J and Rothschild. H. R. Modern Economics. • Salvatore. 4th Edition.. 2005. Ferguson. W. Managerial Economics.• Peterson. Economics. Project: Preparation Appraisal Selection Implementation and Review.

functions. Christopher Power. Objection handling and closing Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • E Cundiff and N Govini. Coordinating of sales teams Controlling of sales effort Module IV: Managing sales effort Territorization of sales effort Quota setting . Module V: Selling Process The sales process. . • Stanton. • Smart Selling.. Case studies Latest emerging trends and practices to be discussed. Professional Selling A trust based approach.objectives and methods. To introduce students to the concepts and theories of sales To develop an understanding of application of these concepts To help understand the various facets of the role of a sales manager MMS 106 Credit Units: 04 Course Contents: Module I: Introduction to Sales Management Concept.SALES MANAGEMENT Course Code: Course Objective: It is essential for everybody aspiring to be a sales manager to have an understanding of the concepts of Selling. • David Mayer and H M Greenberg. but also guides them towards better practice of management. What makes a good salesman. scope. Preapproach and call Planning Sales presentation-types of sales presentation. Prentice Hall of India References: • Laforge. Harcourt College Publications. This helps them understand not only their role better. Module VI: Emerging Trends in Selling Integrating Sales with Other functions of Management Live sales project to be done starting with conception of idea to final execution. Personal Selling. Avita. Buyers.Sellers dyad and salesmanship.5th Edition. Module II: Organization of sales management Decision regarding sales force size Types of sales force Sales force organization structure and its types Module III: Management of Sales Force Recruitment and selection of sales force Sales force training. Ingram. Bursnick and Spiro. planning Prospecting. Management of Sales force.Importance Types and process Developing sales budgets Routing of sales effort Compensation & Reimbursement of sales expense. Objection handling and closing. Sales Management.

Diagrammatic & Graphical Presentation of Data: Bar Diagram. Point and Interval Estimation. Non-parametric Tests (Chi – Square Test) Module VI: Decision Theory & Introduction to Operations Research Decision Theory : Introduction of Decision Theory. Standard Deviation and Proportion. Solution of LPP. Test involving a population proportion. The Normal Distribution. Cyclical Analysis.Criterion of Optimism. Baye’s Theorem Probability Distributions: How Random Variable arise. Test involving a population mean. Prentice Hall Of India References: • Anderson David R.Expected Monetary Value & Expected Opportunity Loss. Linear Programming: Introduction of Linear Programming. . Criterion of Pessimism. Probabilities under condition of Statistical Independence.R. Criterion of Realism (Hurwicz Criterion).Introduction. Williams Thomas A.QUANTITATIVE TECHNIQUES Course Code: Course Objective: The aim of this course is to develop the understanding of the various statistical models used for decisions making and how each applies to and can be used in the business environment using contemporary computerbased technology. The concept of P . Average Deviation. Seasonal Analysis. & Rubin S. and Ogives. Irregular Variation Module IV: Probability & Probability Distributions Probability: Basic Terminology in Probability. Cengage learning. Types of Decision Making Environments. Trend Analysis.Graphical Method Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Levin R. Sweeny Dennis J. Pie – Diagram. F-test. Stem Leaf Display. Formulation of LPP. Statistics for Management. Probabilities under condition of Statistical dependence. Test involving population Standard Deviation. Median and Mode Measures of Dispersion: Range. Histogram. Steps in decision theory approach. Probability distribution of random variable. Decision Making under Uncertainty. Variance and Standard Deviation of random variable. Module V: Sampling.I. Mean. Estimation and Testing of Hypotheses Sampling & Sampling Distribution: Parameter and Statistic. Binomial Distribution. Statistics for Business and Economics 9th ed. Hypothesis Testing for a Single Population: Concept of Hypothesis.Value Hypothesis Testing to compare two populations: Test for two population means (Independent Samples). Module II: Summary Statistics Measures of Central Tendency: Arithmetic Mean. 7th Ed. Quartiles. Mean or Expected value of random variable. Criterion of Regret (Savage criterion) Decision Making under Risk. Equally likely decision (Laplace) criterion. Variation in Time Series. Interval Estimation of three common parameters viz. Probability rules. Basic Concepts of Statistical Studies: Variable and Classification of Data. Poisson Distribution. Tests for two population means (Dependent Samples). Frequency Polygons. MMS 107 Credit units: 03 Course Contents: Module I: Introduction Application of Statistics in Business & Management. Standard Deviation. Tests for two population proportions (Independent Samples). Tests for two population variances (Dependent Samples). 1998. Time Series Analysis. Weighted Mean. Variance and Coefficient of Variation. Types of Probability. Module III: Forecasting Techniques Simple Correlation & Regression Analysis.

Williams Thomas A. Quantitative Methods for Business.D. • Vohra N.• Keller Gerald. Statistics for Management. Cengage Learning • Anderson David R. Cengage learning.. Tata McGraw Hill . Quantitative Techniques in Management. Sweeny Dennis J.

BUSINESS COMMUNICATION . Clarity. Swan M. Raman – Prakash. Jones. Oxford Echoes: Jha Madhulika: Orient Longman Practical English Usage.I Course Code: Course Objective: One cannot‘not communicate’. MMS 142 Credit Units: 01 Course Contents: Module I: Fundamentals of communication Relevance of communication Effective communication Models of communication Effective use of language Module II: Tools of communication Proficiency in English – The international Language of business Building vocabulary (Denotative & connotative) Extensive vocabulary drills (Synonyms / Antonyms / Homonyms) One Word substitution Idioms & phrases Mechanics and Semantics of sentences Writing sentences that really communicate (Brevity. Cambridge Business Communication. Cambridge . This course is designed to facilitate our young Amitians to communicate effectively by emphasizing on practical communication through refurbishing their existing language skills and also to bring one and all to a common take-of level. and Simplicity) Improving the tone and style of sentences Module III: Barriers to Effective use of language Avoiding clichés Removing redundancies Getting rid of ambiguity Euphemism Jargons Code switching Examination Scheme: Components Weightage (%) CT1 20 CT2 20 CAF 25 V 10 GD 10 GP 10 A 5 CAF – Communication Assessment File GD – Group Discussion GP – Group Presentation Text & References: • • • • Working in English.

Marc: Self Esteem. analysis and action plan Module V: Leading Through Positive Attitude Understanding Attitudes Formation of Attitudes Types of Attitudes Effects of Attitude on Behaviour Perception Motivation Stress Adjustment Time Management Effective Performance Building Positive Attitude Module VI: End-of-Semester Appraisal Viva based on personal journal Assessment of Behavioural change as a result of training Exit Level Rating by Self and Observer Text & References: • • Towers. 1st Edition 1997. .I (SELF-DEVELOPMENT AND INTERPERSONAL SKILLS) Course Code: Course Objective: This course aims at imparting an understanding of: Self and the process of self exploration Learning strategies for development of a healthy self esteem Importance of attitudes and their effect on work behaviour Effective management of emotions and building interpersonal competence. analysis and action plan Module IV: Managing Emotions and Building Interpersonal Competence Need and importance of Emotions Healthy and Unhealthy expression of emotions Anger: Conceptualization and Cycle Developing emotional and interpersonal competence Self assessment. MMS 143 Credit Units: 01 Course Contents: Module I: Understanding Self Formation of self concept Dimension of Self Components of self Self Competency Module II: Self-Esteem: Sense of Worth Meaning and Nature of Self Esteem Characteristics of High and Low Self Esteem Importance & need of Self Esteem Self esteem at work Steps to enhance Self Esteem Module III: Emotional Intelligence: Brain Power Introduction to EI Difference between IQ. Boydell Tom. Burgoyne John. American Media Pedler Mike. McGraw-Hill Book Company. A Manager’s Guide to Self-Development: Second edition. EQ and SQ Relevance of EI at workplace Self assessment.BEHAVIOURAL SCIENCE .

. Bantam Books Goleman. Leading Consciously: 1998 1st Edition. Dr. 1992 Edition. 1995 Edition.I. 1999. Goleman. Dr. R. Harmony Books Chatterjee Debashish. 2002. 1998 Edition. 1st Edition. . Singh. Sage Publications. Emotional Intelligence at work. Macmillan Gegax Tom. Dalip. The Skills of Encouragement: St. Daniel: Emotional Intelligence. Stephen: Seven habits of Highly Effective People. Dinkmeyer Don. Winning in the Game of Life: 1st Edition. Simon & Schuster Ltd. Khera Shiv: You Can Win. Bantam Books.• • • • • • • • Covey. Lucie Press. First Edition. Daniel: Working with E. Viva Books Pvt Ltd. Losoncy Lewis.

question négative. expliquer leur usage 2. comparer des objets. 2. ne. réponse Si Prépositions de lieu. ? article défini. qui est-ce ? qu’estce que . il. 2: pp. elle sujets. 6. pour + infinitif verbe avoir. Nommer des objets. c’est/il est + profession. 3. aller. ce qu’on fait 5. s’appeler. 4. habiter. discuter le prix. pluriel des noms Je. présenter quelqu’un 3. avoir. il y a/qu’est-ce qu’il y a accord et place des adjectifs qualificatifs. 3. Décrire des objets 5.. identifier des objets.. pronoms toniques.pas/pas de. être. verbes parler. Monter et situer des objets 4. dire où on travaille. se présenter.Com (Débutant) . 10. être. masculin et féminin des noms. 9. communiquer ses coordonnées Unité 2: Objets 1. connaître. Dire ce qu’on possède. pronom on Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: le livre à suivre : Français. épeler 4. vendre. faire un achat.. 01 to 37 Contenu lexical: Unité 1: Premiers contacts 1. question avec est-ce que ?. articles indéfinis. c’est moi/c’est toi verbes faire. quel interrogatif adjectifs possessifs (1).I Course Code: Course Objective: To familiarize the students with the French language • with the phonetic system • with the accents • with the manners • with the cultural aspects To enable the students • to establish first contacts • to identify things and talk about things MMS 144 Credit Units: 02 Course Contents: Unité 1.. verbes parler. masculin et féminin des adjectifs de nationalité tu.. 5. 8. entrer en contact : dire tu ou vous.FRENCH . 7. expliquer ses préférences Contenu grammatical: 1. s’adresser poliment à quelqu’un 2. vous sujets.. il manque. complément du nom avec de. comparatifs et superlatifs.

Gute Nacht!. which. The family members. so la la!. ausgezeichnet!. what. Danke!. light. political situation and economic opportunities available in Germany MMS 145 Credit Units: 02 Course Contents: Module I: Introduction Self introduction: heissen. where. plural structures and simple calculation like addition. Guten Tag!. family Tree with the help of the verb “to have” Module VIII: Colours All the color and color related vocabulary – colored. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • Wolfgang Hieber. Vielen Dank!. “Wie viel kostet das?” Module X: Revision list of Question pronouns W – Questions like who. Fruits. nationalities and their languages To make the students acquainted with the most widely used country names. To give the students an insight into the culture. lernen. Module V: Articles The definite and indefinite articles in masculine.GERMAN . etc. prima!. Greetings: Guten Morgen!. your. which will later help them to strengthen their language. their nationalitie and the language spoken in that country. (es tut mir Leid!). etc. Hallo. sehr gut!. the use of my. pale. multiplication and division to test the knowledge of numbers. modes of Transport Module VI: Professions To acquaint the students with professions in both the genders with the help of the verb “sein”. feminine and neuter gender. colorful. how many. etc. subtraction. geography. Module III: Phonetics Sound system of the language with special stress on Dipthongs Module IV: Countries. how much. Lernziel Deutsch Hans-Heinrich Wangler. Es geht!. nicht so gut!. etc. Animals. Sprachkurs Deutsch . Module VII: Pronouns Simple possessive pronouns. arbeiten. colorless. trinken. dark. miserabel! Module II: Interviewspiel To assimilate the vocabulary learnt so far and to apply the words and phrases in short dialogues in an interview – game for self introduction. how. Furniture. All personal pronouns in relation to the verbs taught so far. read and write in the language with the help of the basic rules of grammar. Guten Abend!. Eatables. wie geht’s?: Danke gut!. All Vegetables. kommen. Module IX: Numbers and calculations – verb “kosten” The counting. when. wohnwn.I Course Code: Course Objective: To enable the students to converse. Danke sehr!.

Tangram Aktuell A1/1.L Aneja.• • • • Schulz Griesbach. Deutsch als Fremdsprache 1A. Nieder.2 Braun. Schmöe.1. Deutsch Interessant . 2 & 3 Rosa-Maria Dallapiazza et al. Grundkurs . Deutsche Sprachlehre für Ausländer P.

Exercises highlighting usage of Ser and Estar. Aquel/aquella etc) Module VI Introduction to some key AR /ER/IR ending regular verbs. physical/geographical location. seasons. Module V Time. how to greet each other. Introduction to numbers 1-100. Module III Concept of Gender and Number Months of the years. the fact that spanish adjectives have to agree with gender and number of their nouns. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • Español. demonstrative pronoun (Este/esta. En Directo I A Español Sin Fronteras . days of the week.Revision of ‘Saludos’ and ‘Llamarse’. Latin America. How to present / introduce each other using basic verbs and vocabulary MMS 146 Credit Units: 02 Course Contents: Module I A brief history of Spain. How to present/ introduce each other).SPANISH – I Course Code: Course Objective: To enable students acquire the relevance of the Spanish language in today’s global context. the language. Introduction to alphabets Module II Introduction to ‘Saludos’ (How to greet each other. Some adjectives. Module IV Introduction to SER and ESTAR (both of which mean To Be). professions. Revision of numbers and introduction to ordinal numbers. Goodbyes (despedidas) The verb llamarse and practice of it. nationalities. the culture…and the relevance of Spanish language in today’s global context. Colors.

and self-do assignments and role-plays will support classroom teaching Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: Text: • Teach yourself Japanese References: • Shin Nihongo no kiso 1 .JAPANESE . pronoun and adjectives Module VI: Description Common phrases. Expression of time and period. Learning Outcome  Students can speak the basic language describing above mentioned topics Methods of Private study /Self help  Handouts. Forming questions Module V: Demonstratives Interrogatives. party. possession. Future tense Module IV: Prepositions Particles. audio-aids. everyday routine etc. months Module III: Tenses Present Tense.I Course Code: Course Objective: To enable the students to learn the basic rules of grammar and Japanese language to be used in daily life that will later help them to strengthen their language. friend’s house etc. Module VIII: Outings Going to see a movie. Adjectives to describe a person Module VII: Schedule Time Table. Asking and answering to small general questions Module II: Cardinal Numbers Numerals. Days. MMS 147 Credit Units: 02 Course Contents: Module I: Salutations Self introduction.

A brief self introduction – Ni hao ma? Zaijian! Use of “bu” negative. “ma” and “nar”. Doctor. “shui”. dialogue and retell. Structural particle “de”. Wu and Xiang. The course aims at training students in practical skills and nurturing them to interact with a Chinese person. Min. Use of guixing. MMS 148 Credit Units: 02 Course Contents: Module I Show pictures.CHINESE – I Course Code: Course Objective: There are many dialects spoken in China. Use of “Nin” when and where to use and with whom. or Putonghua. Teacher. Use of interrogative particle “shenme”. Module III Attributives showing possession How is your Health? Thank you Where are you from? A few Professions like – Engineer. Changes in 3rd tone and Neutral Tone. Worker. Practicing chart with Initials and Finals. etc. How to make interrogative sentences ending with “ma”. Use of Please ‘qing” – sit. Numbers. (CHART – The Chinese Phonetic Alphabet Called “Hanyu Pinyin” in Mandarin Chinese. Maps. but the language which will help you through wherever you go is Mandarin. Businessman. Use of verb “zuo” and how to make sentences with it. have tea …………. Module II Greetings Let me Introduce The modal particle “ne”.. as it is called in Chinese. Module V Family structure and Relations. The most widely spoken forms of Chinese are Mandarin. Are you busy with your work? May I know your name? Module IV Use of “How many” – People in your family? Use of “zhe” and “na”. the language of Mainland China. Getting to know each other. different languages and Countries. Measure words Days and Weekdays. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin. Cantonese. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: . Use of “you” – “mei you”.) Practicing of Tones as it is a tonal language. Gan. Hakka.

Scope. PHI Publications . Conflict & Controlling Channel Power. Marketing channels.nature & degree Sources. choosing retail positioning Strategy & strategic issues in retailing Electronic Channels Wholesaling and Franchising Module IV: Appointments & Motivation Recruitment of channel members Selection & training of channel members Motivating techniques Module V: Power. Levels of channels Channel Flows Module II: Channel Design & Implementation Segmentation.nature. influence strategies Channel Conflict. Consequences. packing & utilization Communication & Control Reverse Logistics. Targeting. The learning is focused on developing the various models of logistics and supply chain to suit domestic as well as global markets. Course Contents: Module I: Introduction to Distribution Marketing Channels – Role.definition. Conflict Resolution Strategies Controlling Techniques Module VI: Logistics System Logistics System. sources Balancing & exercising power.transportation.• “Elementary Chinese Reader Part I” Lesson 1-10 DISTRIBUTION AND LOGISTICS MANAGEMENT MMS 201 Credit Units: 04 Course Code: Course Objective: The aim of this course is to develop the understanding of the various components of the integrated supply chain from the perspective of Distribution Management. Functions & Structure Types of channels.concept. Gap Analysis Establishment of new channels or refining existing channels Module III: Channel institutions Retailing. warehousing Inventory management. objective & scope The system elements.Importance and Activities Module VII: Strategic Logistics Planning Logistics strategy Implementation & management Logistics Outsourcing Emerging trends in 3PL and 4PL Basis of selecting a 3PL Examination Scheme: Components Weightage (%) P-1 10 C-1 5 CT-1 15 EE 70 Text & References: Text: • Stern & El-Ansary.

Joe B Hanna. Logistics. David J Bloomberg. Marketing Logistics. Logistical Management. Bowersox & David J Closs. Pearson Education . TMH • Stephen Lemay.References: • Donald J. PHI Satish K Kapoor. Purva Kansal.

Role of Services in global economy. Ownership/ Investment. Product design consideration. Management orientation (Ethnocentric. Balance of payments. Scope. Global. International marketing. Module V: Promotion & Pricing Strategy for International Market Channel development & Innovation. International trade Theories. International Business • Khurana PK . Licensing. PR. IMF. Sales promotion. JVs. Income & Purchasing Power parity. Trade patterns. Export Marketing • Harvard Business Review. Multinational. Social & Cultural environment – Culture. Transfer price. Gray market. Module VI: India’s International Policy and Impact on Economy Government measures and export incentives. International. International Marketing Management • Czinkota . Cultural impact on Industrial & Consumer products. Global branding and different positioning of the same brand in different countries. FIBC. Legal & Regulatory Environment – Political Risk. International trade alliances. World Bank. Role of International Advertising & Branding. Sourcing. Module IV: Developing Product for International Market The international product and its life cycle. Economic Risk Analysis. Importance of International Marketing. EXIM policy. Pricing policies – Marginal cost. DA/DP. Export payment methods – L/C. Transnational) Strategies Employed by Indian companies to sustain Globally. Licensing & Trade Services. Module III: International Entry & Expansion Strategies International Market Entry Strategies – Exporting. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Global Marketing Management. Role of Indian banks & F. Internet Marketing. Trade Fairs. Embargoes & Sanctions. Merger’s and Acquisitions. Global Marketing • Varshney & Bhattacharya. Kotabe Makadi References: • Keegan. Political.INTERNATIONAL MARKETING MANAGEMENT Course Code: Course Objective: In today’s dynamic global scenario people who succeed will have to learn the art of managing functions across domestic borders. Current stand on WTO. Ownership & control. Dumping. Dispute Settlement & Litigation. Thus the course aims at exposing the students to the international business activities. Global pricing Objectives & methods. Regiocentric & Geocentric) Module II: International Marketing Environment Economic Environment (World Economy. Global Business Review (Sage Publications). Domestic vs. Global Forum – ITC Geneva . Personal selling.I’s. Stages of development models (Domestic. Services export from India. Polycentric. cost plus. ECGC services. WTO.. Tasks. Regional Economic groups. Geographic expansion. Tariff and Non Tariff Barriers. Product positioning & Segmentation . Counter trade. New product development & testing . IPR. Advance. The course would develop a general perspective about managing international business both in operational as well as strategic context. MMS 202 Credit Units: 03 Course Contents: Module I: Overview Need. Exhibitions. Market oriented. Stages of market & economic development. Sponsorship promotion.

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Cultural Consumer Analysis. Post-Purchase Behaviour. implementing segmentation strategies Module II: Consumer Research Consumer Research Process. MMS 203 Credit Units: 03 Course Contents: Module I: Understanding Consumer Behaviour Introduction.Behavioural Learning Theories. Case studies Latest emerging trends and practices. & Kanuk . It makes a connection between customer behaviour principles and the elements of marketing strategy.. Problem Recognition & Decision Making. Module VII: Consumer Decision Making & Beyond Consumer Decision Making Process. Personality Factor . S H H. 2004. Consumer Imagery. Attitude Structural Models of Attitudes.Lifestyle Profiles of the Social Classes. Household Consumption Behaviour . Excel Books . Consumer Decision Making Models. Learning .CONSUMER BEHAVIOUR Course Code: Course Objective: To identify and understand the consumers behaviour both household market and business market. Allowing the students to see how an understanding of customer behaviour is crucial to successful marketing programs. Perception . Prentice Hall of India References: • Assael.& Bitta.Dynamics of Motivation. & Kazmi. Leon G. Customer Profile. Albert J Della. Ltd • Laudon. Self& Self Image. Cross Cultural Psychographic Segmentation. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Schiffman.Theories of Personality. Criterion for effective Targeting. Consumer Behaviour. Module VI: Consumer Influence Dynamics of Opinion Leadership.Dynamics of Perception. Consumer Behaviour Biztantra Publication • Batra. Alternative Multinational Strategies. Brand Personality. Criterion for effective segmentation. Segmentation. Attitude formation. Leslie Lazar. Strategies of Attitude Change. Module III: External Influences on Consumer Behaviour Culture & Subculture. Module VIII: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution. Social Class . Motivational Research.Understanding the power of Reference Groups. Diffusion of Innovations. Consumer Behaviour. Tata McGraw Hill • Leudquest. Henry. Asian Books Pvt. Module V: Cross Cultural Consumer Behaviour: An International perspective Cross. Consumer Behaviour. Group Influence . Satish K.Family Decision Making & Consumption Related Roles. David L. Marketing Mistakes. Consumer Behaviour. Module IV: Internal Influence on Consumer Behaviour Needs & Motivation . Consumer Behaviour & Decision Making Model. 2004.

• Jean Noel Kampferer. Module VI: Emerging Trends Integrating the concepts with other functions of Management. Symbol and Slogan. New Product Launches. the following two processes will be adopted: Impart comprehensive understanding of the process of conceptualization and the development of a product including its positioning and pricing strategies. Focus to understand the concept of branding. Case studies. Managing premium products and brands. Brand Leadership . Latest emerging trends and practices. Creation of brand personality and the approaches to develop brand personality scale. Marketing Mix for Brand Extensions. the value of a brand to customers and the organization. Pricing Decisions & Strategies. image. Co – Branding. brand image sources. Live project to be undertaken starting with conception of idea to final execution. D. Brand Recognition. Brand Positioning References: • Cowley. Brand Examination based on cost based and customer based Examination methods. MMS 204 Credit Units: 03 Course Contents: Module I: Product Management Introduction and Concepts. developing a brand personality. Module II: New Product Planning Product Life Cycle. Product management in India PHI Subroto Sengupta. Brand Associations. Methods of positioning. Module III: Evolving a Brand Concept of branding. Building strong brands • David Aaker. Russell S Winer Product Management. Selection Criteria for Name. Recall and Brand Equity. Product Development Process. Classification. Strategic Brand Management • David Aaker. including brand roles. Tata Mcgraw. core identity and extended identity of brands. Module IV: Brand Re-vitalization Brand & Line Extensions.PRODUCT AND BRAND MANAGEMENT Course Code: Course Objective: In congruence with the aim of marketing to convert a commodity into an identifiable product and to a subsequent brand. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: Ramanuj Majumdar. Brand Loyalty. Brand Awareness. revitalization options and the methods to evaluate the brand. Brand Equity. brand hierarchy & branding benefits. Product Mix and Line decisions. Understanding Brands • Donald R Lehmann. Brand Promise. Module V: Managing the Brand Systems The complexities of managing brand systems. identity dimensions. the challenges faced by brand managers. identity and positioning. Upward and Downward stretching of brands. identity.

Wancott and R. Data analysis-II: Correlation and Regression techniques. Cluster analysis Module V Pre-Writing Considerations. The focus of the course is applied and decisional. the participants shall be required to undertake a market research project incorporating the research techniques studied during the semester MMS 205 Credit Units: 04 Course Contents: Module I: Nature and scope of marketing research Marketing research as input in decision making process. Seventh Edition. John Wiley and Sons. Thurstone scale. Sales research and Advertising research Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Malhotra. Tata McGraw Hill • Thomas H. Pearson Education Software: • Students can use SPSS 15. Market Research . Market research on the Internet Module II: Data collection methods Observation Methods and Questionnaire Method. Sampling decisions: Sampling frame. Dawn. 8th Edition.probability. South Western References: • Luck. Marketing Research: Methodological Foundations.. Common sources of error in the field work. Common Problems Encountered when preparing the marketing research report. Module III: Data collection and field force Field work procedure.Probability and non. Besides the course work. Marketing Research. Descriptive and Experimental research designs. David J And Rubin. Prentice Hall of India • Beri. Semantic differentiation method etc. interval.6th Edition-PHI • Churchill. Marketing Research.0 for analyzing the data for marketing research. Wancott. Research Design: Exploratory. Questionnaire Design: Steps in constructing a questionnaire. Introductory Statistics for Business and Economics. Naresh. Ronald S. Tabulation of the collected data Module IV: Data analysis . conjoint analysis.I Tests of significance Z. New York. Gc. sample selection methods. Data analysis-III: Over-view of Multivariate Techniques-Factor analysis. Marketing research and marketing information system. 5th Edition. Application of sampling methods to marketing problems. t. Attitude measurement and Scaling techniques: Ratio. Lacobucci. Ronald F: Marketing Research. Likert’s scale. ordinal and nominal scales. • Burns. types of questions. . Projective techniques. Product research. Multidimensional scaling and perceptual mapping. F and chi-square. Alvin C and Bush. Minimizing fieldwork errors. Presenting the Research Report Module VI: Selected applications of marketing research Identifying market segments. Format of the Marketing research report. Applications of marketing research. Second Edition. It aims at providing the relevant inputs to the participants so that they could study systematically various complex management problems and provide information and solutions for the same. Gilbert A. Planning a research project: Problem identification and formulation. sample size.MARKET RESEARCH Course Code: Course Objective: This course in marketing research aims at familiarizing the participants of the MBA program with scientific research and its various methods in the field of management. • The software is available in the computer lab.

N. Module III: Law of Torts Meaning of tort – Contractual and Tortious Liability. Company Meetings and Proceedings. N. MNC’s role. Formation of a company. Intellectual Property Laws (IPR) – Overview of Law & Procedure relating to Patents . Breach of Contract and its Remedies. Basic Elements of Law Relating to Agency. S. Guarantee and Pledge. Calculation of Tax Liability under the head Salary Income. Elements of Mercantile Law. Legality of Objects.ECONOMIC AND BUSINESS LEGISLATION Course Code: Course Objective: The objective of this course is to develop in students the understanding of the role of business environment in general and the legal environment in particular in management decision making. 1930 Sale and Agreement to Sell. Passing of Property in Goods. Infringement. Conditions and Warranties. Module VI: Elements of Company Law Meaning and types of companies. Performance and Discharge of Contract. Delhi . Provisions of Central Sales Tax Act and Central Excise Act & Customs Act 1962. trade policy. Change in business environment consequent to economic reform. industrial policy. Goods – Different types of Goods. Memorandum and Articles of Association. Module IV: Indian Sale of Goods Act. Its importance. Rights of an unpaid Seller. Share Capital and Shareholders. 1881 Meaning of Negotiability and Negotiable Instruments – Cheques Bill of Exchange and Promissory Note – Crossing of Cheques – Endorsement – Dishonour of Cheques. Application of Tortious Liability in Business Situations. Business Environment. Prospectus and Issue of Shares. Acceptance and Consideration. 1872 Nature and kinds of Contracts. MMS 206 Credit Units: 04 Course Contents: Module I: Legal Environment of Business Environment of Business. private sector. Hire Purchase – Pledge – Mortgage – Hypothecation Lease. Module VII: Miscellaneous Acts Consumer Protection Act. Delhi Suresh Bedi. Provisions of Income Tax Act relating to individuals. macro reform. Doctrine of Caveat emptor. Excel Books. Trade marks & Copyrights. financial services. Module II: Indian Contract Act. Module V: Negotiable Instruments Act. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: • • Gulshan S. Excel Books. It aims at giving insight into various Business and Economic Laws so that the students are able to interpret the provisions of some of the important laws and apply the same in commercial and industrial organizations. Concepts related to offer. 1986 – Need for Consumer Protection. Legal environment of business. Principles Governing Capacity of Parties and Free Consent. Powers and Liabilities of Directors and Winding up of Company.

Financial Management. S.. References: • Damodaran. Financial Management: Theory. and Myers. 8th Ed. Prentice Hall of India. P. Financial Management: Theory and Practice. Concepts and Problems. 1998. A. 2006. J. Tata McGraw Hill. A.. B. R and Neale.M. Issues Involved in Capital Budgeting. 1999. Marginal Cost of Capital Module IV: Capital Budgeting Estimation of Cash Flows. Prentice Hall of India • Rustagi. 2nd Ed. Corporate Finance and Investment: Decisions and Strategies.C. Wiley & Sons..FINANCIAL MANAGEMENT Course Code: Course Objective: The objective of this course is to develop an understanding of short-term and long-term financial decisions of a firm and various financial tools used in taking these decisions. Financial and Operating Leverage Module III: Financing Decisions Capital Structure and Cost of Capital. 9th Ed. Management of Cash and Marketable Securities. Pandey. It is also aimed to develop the understanding of the financial environment in which a company operates and how it copes with it. Objectives of the firm Module II: Valuation Concepts Time Value of Money. MMS 207 Credit Units: 04 Course Contents: Module I: Introduction A Framework for Financial Decision-Making. 2006. 6th Ed. Criteria for Capital Budgeting Decisions. Module VI: Dividend Policy Decisions An introduction: Different Schools of Thought on Dividend Policy Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Chandra. 1999. • Brearly. 12th Ed. R. C. • Van Horne. Changing Role of Finance Managers. Financing of Working Capital.Financial Environment. 2006. Corporate Finance: Theory and Practice.. Management of Receivables. Risk analysis in Capital Budgeting – An Introduction Module V: Working Capital Management Factors Influencing Working Capital Policy. Risk and Return. Principles of Corporate Finance. Galgotia Publishing Company. Vikas Publishing House .. Financial Management and Policy. Tata McGraw Hill • Pike. I. 2004. Operating Cycle Analysis. Management of Inventory. R.P.

Ashley A. Thomson Business Communication.office communication Memos Notices Circulars Agenda and Minutes Business Report writing Resume writing Module II: Cross Functional Communication Marketing/ Integrated marketing communication Project management communication Human Resource communication Financial Communication Module III: Communication for Public Relations Functions and activities of PR Reputation Management Building Corporate Image and Identity Negotiation Techniques 1. MMS 242 Credit Units: 01 Course Contents: Module I: Communication in Practice Verbal Communication Communication Networks Developing writing skills Inter. Oxford Business Communication for Managers: An Advanced Approach.9/e. Adler R Oxford .office communication The business letters E mail – Netiquette (etiquette on the mail) Intra. Oxford The Oxford Handbook of Commercial Corrospondence. The Verbal Communication (oral and written) will be the lingua franca of this endeavor.BUSINESS COMMUNICATION . Krizan. Penrose. 2. Thomson Understanding Human Communication. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 CAF 25 V 10 GD 10 GP 10 A 5 CAF – Communication Assessment File GD – Group Discussion GP – Group Presentation Text & References: • • • • Business Communication. Raman – Prakash.II Course Code: Course Objective: This course is designed to hone the PR skills of the budding managers and enable them to be an integral part of the corporate communication network.

Allyn and Bacon • Julia T. Interpersonal Communication. Christine. Mark N. Anita. Knapp.II (BEHAVIOURAL COMMUNICATION AND RELATIONSHIP MANAGEMENT) Course Code: Course Objective: This course aims at imparting an understanding of: Process of Behavioural communication Aspects of interpersonal communication and relationship Management of individual differences as important dimension of IPR MMS 243 Credit Units: 01 Course Contents: Module I: Behavioural Communication Scope of Behavioural Communication Process – Personal. Interpersonal Communication everyday encounter • Simons. maintaining and terminating IPR Direct and indirect strategies of terminating relationship Model of ending relationship Module VI: End-of-Semester Appraisal Viva based on personal journal Assessment of Behavioural change as a result of training Exit Level Rating by Self and Observer Text & References: • Vangelist L. 1996. Beebe and Redmond.BEHAVIOURAL SCIENCE . Inter Personal Communication and Human Relationships: Third Edition. Superior and Subordinate Initiating and establishing IPR Escalating. Wood. Impersonal and Interpersonal Communication Guidelines for developing Human Communication skills Relevance of Behavioural Communication in relationship management Module II: Managing Individual Differences in Relationships Principles Types of issues Approaches Understanding and importance of self disclosure Guidelines for effective communication during conflicts Module III: Communication Climate: Foundation of Interpersonal Relationships Elements of satisfying relationships Conforming and Disconfirming Communication Culturally Relevant Communication Guideline for Creating and Sustaining Healthy Climate Module IV: Interpersonal Communication Imperatives for Interpersonal Communication Models – Linear. Effective Communication: United States of America • Beebe. 1997 1st Edition Cassell • Harvard Business School. Interaction and Transaction Patterns – Complementary. Symmetrical and Parallel Types – Self and Other Oriented Steps to improve Interpersonal Communication Module V: Interpersonal Relationship Development Relationship circle – Peer/ Colleague. Allyn and Bacon Publishers. . Belinda: Effective Communication for Managers. Naylor.

parler de ses habitudes au travail. questions avec est-ce que ? à et en + moyen de transport.. 42 to 72: Contenu lexical: Unité 3: Emploi du temps 1. il faut+ infinitif. question avec à quelle heure ? adjectifs démonstratifs 2. il est interdit de 10. où. verbe pouvoir + infinitif. raconter sa journée 3. partir. une obligation 5. réserver une chambre d’hôtel.II Course Code: Course Objective: To enable the student • to talk about his time schedule • to talk about travel MMS 244 Credit Units: 02 Course Contents: Unité 3. nombres ordinaux 8. réserver une table au restaurant Unité 4: Voyage 1. ? 4. en/au+pays 9. questions avec d’où. lundi prochain 6. exprimer un conseil. 4: pp. verbes pronominaux au présent. dire la date.. expliquer un itinéraire 3. fixer rendez-vous (au téléphone par e-mail). verbes impersonnels 5. le lundi.par où. verbes : aller.. adjectifs possessifs (2).. consulter un tableau d’horaires Contenu grammatical: 1. des horaires 2. verbes devoir+infinitif. une interdiction. venir. les prépositions à et de : aller à venir de 3. acheter un billet de train. demander et donner l’heure. parler du temps qu’il fait 5. parler de ses déplacements.FRENCH . de quel Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: le livre à suivre : Français. adverbes de fréquence. situer sur une carte 4. à quel. expression indiquant la date. demander la note 2. de ses loisirs 4. ? Parce que . pourquoi.Com (Débutant) . impératif présent (1). adjectif tout 7.

to learn the conjugations of the same. Weekdays.1. To give the students an insight into the culture. essen. which will later help them to strengthen their language. months. geography. political situation and economic opportunities available in Germany Introduction to Grammar to consolidate the language base learnt in Semester . seasons.L Aneja. and others. Module III: Separable verbs To comprehend the change in meaning that the verbs undergo when used as such Treatment of such verbs with separable prefixes Module IV: Reading and comprehension Reading and deciphering railway schedules/school time table Usage of separable verbs in the above context Module V: Accusative case Accusative case with the relevant articles Introduction to 2 different kinds of sentences – Nominative and Accusative Module VI: Accusative personal pronouns Nominative and accusative in comparison Emphasizing on the universal applicability of the pronouns to both persons and objects Module VII: Accusative prepositions Accusative propositions with their use Both theoretical and figurative use Module VIII: Dialogues Dialogue reading: ‘In the market place’ ‘At the Hotel’ Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • • • Wolfgang Hieber. lessen. schlafen. Deutsche Sprachlehre für Ausländer P.GERMAN – II Course Code: Course Objective: To enable the students to converse. 2 & 3 . read and write in the language with the help of the basic rules of grammar. Adverbs of time and time related prepositions Module II: Irregular verbs Introduction to irregular verbs like to be. sprechen und ähnliche). Lernziel Deutsch Hans-Heinrich Wangler. Deutsch Interessant.I MMS 245 Credit Units: 02 Course Contents: Module I: Everything about Time and Time periods Time and times of the day. (fahren. Sprachkurs Deutsch Schulz Griesbach.

Schmöe. Grundkurs . Nieder. Deutsch als Fremdsprache 1A. Tangram Aktuell A1/1. 2 Braun.• • Rosa-Maria Dallapiazza et al.

myself…. Que lastima etc). Dios Mio. En Directo I A Español Sin Fronteras . Module II Some more AR/ER/IR verbs.descriptions of people. objects etc. Introduction to root changing and irregular AR/ER/IR ending verbs Module III More verbal phrases (eg. adverbs (bueno/malo. computer/internet related vocabulary Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • Español. MMS 246 Credit Units: 02 Course Contents: Module I Revision of earlier modules. muy. my school/institution. Simple texts based on grammar and vocabulary done in earlier modules. Module IV Possessive pronouns Module V Writing/speaking essays like my friend. mucho. Verbal Phrases to understand simple texts and start describing any person or object in Simple Present Tense. poco). bastante. grammar. my house.SPANISH – II Course Code: Course Objective: To enable students acquire more vocabulary.

II Course Code: Course Objective: To enable the students to converse in the language with the help of basic particles and be able to define the situations and people using different adjectives. Module V: Invitations and celebrations Giving and receiving presents. Inviting somebody for lunch. At a post office. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: Text: • Teach yourself Japanese References: • Shin Nihongo no kiso 1 . no smoking etc. MMS 247 Credit Units: 02 Course Contents: Module I: Verbs Transitive verbs. articles and likes and dislikes. Friend etc. Methods of Private study/ Self help   Handouts. and self-do assignments. dinner. audio-aids. hospital etc. Module IV: Adverbs Different adverbial expression. movie and how to accept and refuse in different ways Module VI: Comprehension’s Short essay on Family. intransitive verbs Module II: More prepositions More particles. Use of library. Module VII: Conversations Situational conversations like asking the way. Module III: Terms used for instructions No parking.JAPANESE . family Module VIII: Illness Going to the doctor. visiting and watching movies in Japan and culture center every Friday at 6pm. Learning Outcome  Students can speak the language describing above-mentioned topics.

eg what is placed where and how many things are there in it? Review Lessons – Preview Lessons. to end …. Afternoon. . Hobby. Tone practice. “xiang” and “yaoshi” (if). it mean horse and “ma” with the first tone is Mother.M. wais hang. house or hostel room. Practice using the language both by speaking and by taking notes. Use of Preposition – “zai”. The course aims at training students in practical skills and nurturing them to interact with a Chinese person. and same syllables with different tones mean different things. etc Going to the buy clothes ….. Etc. Is Chinese difficult? Module IV Counting from 1-1000 Use of “chang-chang”. Days of week. buying tickets Going to the post office. morning 3:58. How to tell time. the language of Mainland China. “Whose”??? Sweater etc is it? Different Games and going out for exercise in the morning. chair. falling. Morning.. evening. Measure words. buying stamps Going to the market to buy things. bookshelf. Learning to say useful phrases like – 8:00. everyday. Making an Inquiry – What time is it now? Where is the Post Office? Days of the week... afternoon. Evening. 11:25. 10:30 P. I also like swimming. Comprehension and answer questions based on it. Module V The verb “qu” Going to the library issuing a book from the library Going to the cinema hall. Saying the units of time in Chinese. Module III Use of words of location like-li. months in a year etc. etc. night. Months in a year. “gen”. Introduction of basic sentence patterns. etc. More sentence patterns on Days and Weekdays. rising and rising/falling). The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin.. Glad to meet you. bed. “ma” with a third tone. MMS 248 Credit Units: 02 Course Contents: Module I Drills Practice reading aloud Observe Picture and answer the question. I am learning Chinese. one hour. When you say. Tones of “bu” Buying things and how muchit costs? Dialogue on change of Money. Use of interrogative pronoun – “duoshao” and “ji”. xia Furniture – table. Night. Module II Where do you live? Learning different colors. Expression ‘yao”.CHINESE – II Course Code: Course Objective: Chinese is a tonal language where each syllable in isolation has its definite tone (flat. Description of room. to begin.

Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • “Elementary Chinese Reader Part I” Lesson 11-20 .

Competitor analysis.. Institutionalizing Strategy. Business Today. Strategic Focused Organization. complementary products and competitive advantage. Publishers & Distributors. • Porter Michael. Competitive Advantage: Creating and sustaining superior performance. market analysis. Strategic Market Management. Corporate Strategy.S... Strategist. advantages and disadvantages of offensive strategies. Tata Mc Graw Hill . Free press. 3rd Ed. • The prescriptive and descriptive ideas of theorist’s practitioners and researchers in the field. technology and competitive advantage. Industry Analysis. GE Nine Cell Matrix. • The methods and techniques of strategic choice and strategic implementation over different industries • Measurement of performance in various business and effect of strategies • Difference between traditional and contemporary business management MMS 301 Credit Units: 04 Course Contents: Module I: Introduction Concept of Planning.. Business Policy and Strategic Management.Strategic Alternatives.Generic competitive strategies. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Azhar Kazmi. 2nd Edition. Basis of Choice. 14th Ed. Vision and Business Definition. A. Business India. Michael Porter’s Approach . competitor. • Kaplan Robert & Norton David P.. Strategic Advantage Profile (SAP). 1977. Strickland’s Grand Strategy Selection Matrix. • Aaker David. Module V: Strategic Implementation Operationalizing Strategy. Environmental Threat and Opportunity Profile (ETOP). environmental analysis and dealing with uncertainty. Strategic Control. Balanced Scorecard – Concepts and applications in strategy implementation. Business Policy and Strategic Management. Tata McGraw Hill. differentiation. John Wiley and Sons • Regular reading of all latest Business Journals: HBR. scenario analysis and SWOT Analysis. Business World. 1st Ed. Patterns of Strategy Development. Hofer’s Model. 8th Ed. Coevolving and patching. Cost advantage. strategic vision vs. • Thomson & Strickland.T. Module III: Strategic Choice Traditional Approach . Harvard Business School Press. advantages and disadvantages of defensive strategies. References: • Pearce John A & Robinson R B.STRATEGIC MANAGEMENT Course Code: Course Objective: The objective of this course is to develop an understanding of: • The integrative role of all areas of management in business. 2001. Competitive scope and value chain Module II: Strategic Analysis Mission. Module IV: Offensive and Defensive Competitive Strategies Industry scenarios. • The principles of management and their relevance in business. Levels of Strategy. strategic opportunism.I. Various models like BCG. Evolution of Strategic Management. substitution.B. Strategic Management: Strategy Formulation and Implementation.

Role of Mentor in career development. Strategies for improving managerial competencies. Opportunities and tactics for developing managerial competencies. Module IV: Developing Skills for Career Prospects How to succeed in interviews. Prentice Hall Greenhaus. and better interact with other students. faculty. Osland. India. etc. It will help the students to perform well at an acceptable entry level in each skill area. Class sessions will consist of diverse exercises. Values for managerial effectiveness and competencies in career development. Examination Scheme: Components Weightage (%) P1 10 C1 50 CT1 20 EE1 20 Text & References: • • Kolb.. New Delhi . Module II: Identification of Career Opportunities in Various Industries Industry scenario and identifying career opportunities. Key position competencies at entry level in different industries and growth prospects. Special focus areas. role plays. Importance of Entrepreneurial and leaderrship skills in career development. self-assessments. Steps in career Development. giving and receiving face-toface feedback. alumni and industry professionals.MANAGERIAL COMPETENCIES AND CAREER DEVELOPMENT Course Code: Course Objective: MMS 302 Non Credit Course In this course. & Rubin. Thompson Learning. Career Recruitment / selection processes in various industries and companies. Career Counseling. managerial Competencies. Course Contents: Module I: Introduction to Managerial Competencies Business Service Performance Management and Future Managers. entrepreneurs. Individual career goals and action plan. Module V: Enhancing Learning through Experience Sharing Experience sharing of successful industry professionals. alumni and career specialists. Mock interviews and GDs. which help students’ evaluate and develop their skills. 1995. Career Management. Seeking. 2004. students will actively learn and practice job-related skills vital to becoming a successful manager in contemporary organizations. Career Clusters. Module III: Career Development Process Diagnostic instruments. Organizational Behaviour.

The File is essentially a comprehensive documentation of how one proceeds while working on the assignment and should be regularly checked by the faculty guide/ supervisor. These attributes are intellectual ability. Programme. issues discussed with the students. The internship programme can best be described as an attempt to institutionalize efforts to bridge the gap between the professional world and the academic institutions. and photographs if possible of projects. he has to select any one aspect of the organization and prepare a research report on it). name of internship organization. whilst demonstrating understanding of their organization. sense of responsibility etc. observations and feelings. INTERNSHIP REPORT The Internship Report is the research report that the student has to prepare on the project assigned by the organization. The educational process in the internship course seeks out and focuses attention on many latent attributes. listing of tools and materials and their suppliers. technical and descriptive literature. The lay out of the report should be as per the standard layout prescribed by the organization wherein the student undertakes the Internship. The File will include five sections in the order described below. 3. The File will assess the student’s analytical skills and ability to present supportive evidence. buildings and co-workers. brochures. Table of Content – An outline of the contents of the file by topics and subtopics with the page number and location of each section. These facets can only be learned through direct. Year and Semester and Name of the Faculty Guide. 5. Items can be drawn from activities completed in the course modules and from the workplace to demonstrate learning and personal development. Entire effort in internship is in terms of extending the program of education and evaluation beyond the classroom of a university or institution. 1. (Incase a student is not assigned a specific research project in the organization. the daily tasks performed. Appendices – Include pamphlets. doubts if any clarified and signed as having done so. meetings attended and their purposes. Student’s Name. date started and completed. a personal review of the student’s management skills and how they have been developed through the programme. major projects contributed to. It can be used as the basis for lifelong learning and for job applications. 4.  . inter-disciplinary approach. skills for data handling. which do not surface in the normal class room situations. graphs and other information related to your Internship experience. It is incomplete without student’s signature. In case. dates and hours spent on a task. Main Body – Should include a brief summary/ executive summary of the Internship Project Report that the student has worked on. The Title Page – An Internship Experience Report For (Your Name). each student will maintain and submit a file (Internship File) and a report (Internship Report).SUMMER INTERNSHIP Course Code: MMS 350 Credit Units: 09 There are certain phases of every Intern’s professional development that cannot be effectively taught in the academic environment. charts. 2. professional judgment and decision making ability. Acknowledgements Acknowledgment to any advisory or financial assistance received in the course of work may be given. its needs and his/her own personal contribution to the organization. ability in written and oral presentation. but should include how and why you obtained the internship experience position and the relationship it has to your academic/professional and career goals. there is no layout prescribed by the organization the following components should be included in the report:  Title or Cover Page The title page should contain Project Title. and number of credits for which the report is submitted. INTERNSHIP FILE The Internship File aims to encourage students to keep a personal record of their learning and achievements throughout the Programme. forms. This will form the basis of continuous evaluation of the project. on-the-job experience working with successful professionals and experts in the field. name of the Supervisor/Guide and his/her designation. an analysis of the company/organization in which the student is working. In order to achieve these objectives. Introduction – Short.

Check that your work answers the following questions: • Did the research project meet its aims (check back to introduction for stated aims)? • What are the main findings of the research? • Are there any recommendations? • Do you have any conclusion on the research process itself? Implications for Future Research This should bring out further prospects for the study either thrown open by the present work or with the purpose of making it more comprehensive. so excessive details should be avoided. Avoid abrupt changes in contents from section to section and maintain a lucid flow throughout the thesis. Table of Contents Titles and subtitles are to correspond exactly with those in the text. 8 (suppl 1): 116–117. All major equations should also be numbered and unless it is really necessary. These should be written in the alphabetical order of the author's surname. Supawita T. In writing this section. An opening and closing paragraph in every chapter could be included to aid in smooth flow. if any. do not write in “point” form. Note that in writing the various secions. Methodology should be mentioned in details including modifications undertaken. References References should include papers. Introduction Here a brief introduction to the problem that is central to the project and an outline of the structure of the rest of the report should be provided. It should not exceed more than 1000 words. numbered. it should lead to generalization of data on the chosen sample. The titles of journals preferably should not be abbreviated. not too descriptive but fully informative. procedures followed and precautions. (2002) Antibacterial activity of Thai medicinal plants against enterohaemorrhagic Escherichia coli O157: H7. First paragraph should state what was accomplished with regard to the objectives. Appendices The Appendices contain material which is of interest to the reader but not an integral part of the thesis and any problem that have arisen that may be useful to document for future reference. Popaya W. rather than discuss in detail what is readily available in text books.      Conclusion(s) & Recommendations A conclusion should be the final section in which the outcome of the work is mentioned briefly. Lortheeranuwat A. instruments used with its validation. but rather a concise summary of the scope and results of the project. referred to in the body of the report. Abstract A good "Abstract" should be straight to the point. It includes organization site(s). While presenting the results. if they are. Pongpaichit S. etc. abbreviations must comply with an internationally recognised system. The abstract does not have to be an entire summary of the project. materials used (wherever applicable). emphasis should be laid on what has been performed and achieved in the course of the work. Materials and Methods This section should aim at experimental designs. discuss and compare these with those from other workers. write at length about the the various statistical tools used in the data interpretation. Results and Discussion Present results. in the same orientation as the main text. Examples For research article Voravuthikunchai SP. The result interpretation should be simple but full of data and statistical analysis. Avoid writing straight forward conclusion rather. books etc. Usually one should not use more than two researches in either case of supporing or contradicting the present case of research. Results and its discussion should be supporting/contradicting with the previous research work in the given area. The introduction should aim to catch the imagination of the reader. sample.    . all figures and tables should as far as possible be next to the associated text. This data interpretation should be in congruence with the written objectives and the inferences should be drawn on data and not on impression. and given appropriate titles or captions. Ninrprom T. Clin Microbiol Infect.

Presentation & Viva Voce TOTAL 15% 15% 35% 35% 100% . 7: 63-67 The Layout Guidelines for the Internship File & Internship Report • A4 size Paper • Font: Arial (10 points) or Times New Roman (12 points) • Line spacing: 1. Nutman IBP).S.For book Kowalski.25 inches/ 3 cm Examination Scheme: Continuous Evaluation by faculty guide Continuous evaluation by CRC Feedback from industry guide Report.5 • Top and bottom margins: 1 inch/ 2. SYMBIOTIC NITROGEN FIXATION PLANTS (editor P.M.5 cm. left and right margins: 1.(1976) Transduction of effectiveness in Rhizobium meliloti.

9/e. Oxford Business Communication for Managers: An Advanced Approach. MMS 342 Credit Units: 01 Course Contents: Module I: Non . Also.III Course Code: Course Objective: ‘Actions speak louder than words.’ Every business communicator needs to understand the nuances of ‘body language and voice. each student will be required to make a presentation for 20 marks over and above the teaching hours.BUSINESS COMMUNICATION .verbal communication Kinesics Proxemics Paralanguage and visible code Module II: Speaking Skills Pronunciation drills (Neutralizing regional pulls) Conversational English Guidelines to an effective presentation Module III: Interviews and GDs Note: 1 written test of 20 marks of one hour duration will be conducted. Thomson Business Communication. Raman – Prakash. Krizan. Proxemics and Para Language that cater to the fundamental requirements of effective business presentations and speeches. They will have to be programmed accordingly.’ This course is designed to enable the young Amitian to decipher the relevance of Kinesics. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 CAF 25 V 10 GD 10 GP 10 A 5 CAF – Communication Assessment File GD – Group Discussion GP – Group Presentation Text & References: • • • • Business Communication. Thomson Understanding Human Communication. Penrose. Adler R Oxford .Verbal Communication Principles of non.

) Theories and Models in Applied Behavioural Science. The Psychology of Work and Human Performance. Pfeiffer & Company • Smither Robert D. Charles: Team Management.BEHAVIOURAL SCIENCE . Group (1996). Judhith D. Davis. Mc Cann & Margerison. K. New Delhi • Dick. • Hoover.Harcourt College Publishers • LaFasto and Larson: When Teams Work Best. MMS 343 Credit Units: 01 Course Contents: Module I: Teams: An Overview Team Design Features: team vs. Module VI: End-of-Semester Appraisal Viva based on personal journal Assessment of Behavioural change as a result of training Exit Level Rating by Self and Observer Text & References: • Organizational Behaviour. Harper Collins College Publishers . group Effective Team Mission and Vision Life Cycle of a Project Team Rationale of a Team. Goal Analysis and Team Roles Module II: Team & Sociometry Patterns of Interaction in a Team Sociometry: Method of studying attractions and repulsions in groups Construction of sociogram for studying interpersonal relations in a Team Module III: Team Building Types and Development of Team Building Stages of team growth Team performance curve Profiling your Team: Internal & External Dynamics Team Strategies for organizational vision Team communication Module IV: Team Leadership & Conflict Management Leadership styles in organizations Self Authorized team leadership Causes of team conflict Conflict management strategies Stress and Coping in teams Module V: Global Teams and Universal Values Management by values Pragmatic spirituality in life and organization Building global teams through universal human values Learning based on project work on Scriptures like Ramayana.. Viva books • J William Pfeiffer (ed.III (LEADING THROUGH TEAMS) Course Code: Course Objective: This course aims to enable students to: Understand the concept and building of teams Manage conflict and stress within team Facilitate better team management and organizational effectiveness through universal human values. 1994. Effective Small Group and Team Communication. 2001. Gita etc. Response Books (Sage). 1992 Edition. Vol 2. Mahabharata. 2002.

accord du participe passé. reply to messages) MMS 344 Credit Units: 02 Course Contents: Unité 5. déplacer un rendez-vous 3. qu’est-ce que/ qu’est-ce qui/qui est-ce que/qui est-ce qui 7. ne…rien.Com (Débutant) . répondre aux messages Unité 6: Problèmes 1. reserve) • to master the current social communication skills • oral (dialogue. passé composé avec avoir. de ses compétences 4. articles partitifs. consulter sa boite e-mails. comprendre un menu. ne…pas encore. 6: pp. par e-mail) 4. manger au restaurant. demander de l’aide (par téléphone. impératif présent (2) place du pronom et verbes pronominaux 10. place orders.III Course Code: Course Objective: To furnish linguistic tools • to talk about work and problems related to work • to perform simple communicative tasks (explaining a set back. donner des instructions 5. passé composé avec être. give instructions. négation 5. parler de sa formation.FRENCH . futur proche. verbes appeler (au présent) 3. venir de + infinitif. ne…personne. expliquer un problème. passé composé des verbes pronominaux 8. demander des précisions 2. identifier un problème. savoir et connaître 4. ne…plus. engager une conversation téléphonique 3. Raconter des événements passes 5. un morceau de… 2. trop/pas assez. ne …pas encore 9. affirmatif et interrogatif. beaucoup de. pronoms COD. de son expérience. verbe devoir au conditionnel présent Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: le livre à suivre: Français. asking for a postponement of appointment. 74 to 104 Contenu lexical: Unité 5: Travail 1. ne…plus. être en train de 6. une bouteille de. un peu de. telephone conversation) • Written (e-mails. expliquer un contretemps. commander 2. si/quand+présent. pronoms COI. suggérer une solution Contenu grammatical: 1.

1. Deutsche Sprachlehre für Ausländer P. Sprachkurs Deutsch Schulz Griesbach. accusative and dative Module IV: Dative personal pronouns Nominative. political situation and economic opportunities available in Germany MMS 345 Credit Units: 02 Course Contents: Module I: Modal verbs Modal verbs with conjugations and usage Imparting the finer nuances of the language Module II: Information about Germany (ongoing) Information about Germany in the form of presentations or “Referat”– neighbors. Lernziel Deutsch Hans-Heinrich Wangler. which will later help them to strengthen their language. Schmöe. Deutsch als Fremdsprache 1A. important cities and towns and characteristic features of the same. 2 & 3 Rosa-Maria Dallapiazza et al. To give the students an insight into the culture. states and capitals. and also a few other topics related to Germany.L Aneja. 2 Braun. Nieder. comparison with accusative case Dative case with the relevant articles Introduction to 3 different kinds of sentences – nominative. Module III: Dative case Dative case. At the Tourist Information Office. geography. Tangram Aktuell A1/1. A telephone conversation Module VII: Directions Names of the directions Asking and telling the directions with the help of a roadmap Module VIII: Conjunctions To assimilate the knowledge of the conjunctions learnt indirectly so far Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • • • • • Wolfgang Hieber. accusative and dative pronouns in comparison Module V: Dative prepositions Dative preposition with their usage both theoretical and figurative use Module VI: Dialogues In the Restaurant.GERMAN .III Course Code: Course Objective: To enable the students to converse. Grundkurs . Deutsch Interessant. read and write in the language with the help of the basic rules of grammar.

Practice sentences. Ir…. En Directo I A Español Sin Fronteras -Nivel Elemental . How to ask for directions (using estar) Introduction to IR + A + INFINITIVE FORM OF A VERB Module IV Simple conversation with help of texts and vocabulary En el restaurante En el instituto En el aeropuerto Module V Reflexives Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • Español. MMS 346 Credit Units: 02 Course Contents: Module I Revision of earlier semester modules Set expressions (idiomatic expressions) with the verb Tener.SPANISH – III Course Code: Course Objective: To enable students acquire knowledge of the Set/definite expressions (idiomatic expressions) in Spanish language and to handle some Spanish situations with ease. English-Spanish. Revision of Gustar and usage of it Module III Translation of Spanish-English. Weather Module II Introduction to Gustar…and all its forms. Poner.

possess. which help them at the time of placements. Students are also given projects on Japan and Japanese culture to widen their horizon further. hold. Usage in negative sentences as well. Learning Outcome   Students can speak the language and can describe themselves and situations effectively They also gain great knowledge in terms of Japanese lifestyle and culture. Superlative degree. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: Text: • Teach yourself Japanese References: • Shin Nihongo no kiso 1 . Module IV: Tenses Past tense. and self-do assignments.JAPANESE . Use of library. Module V: Comparison Comparative and Superlative degree Module VI: Wishes and desires Expressing desire to buy. Module VII: Appointment Over phone. Comparative degree. formal and informal etc. visiting and watching movies in Japan and culture center every Friday at 6pm. audio-aids. Past continuous tense. Methods of Private study /Self help   Handouts. MMS 347 Credit Units: 02 Course Contents: Module I: Verbs Different forms of verbs: present continuos verbs etc Module II More Adverbs and adverbial expressions Module III: Counters Learning to count different shaped objects.III Course Code: Course Objective: To enable the students to converse in the language with the help of basic verbs and to express themselves effectively and narrate their everyday short encounters. Note: The Japanese script is introduced in this semester.

Please speak slowly Praise – This pictorial is very beautiful Opposites e. description about study method. Character writing and stroke order Module II Measure words Position words e. zhongjian. What game do you like? Difference between “hii” and “neng”. Black-White. stomach ache. on the bike. Slow-Fast … etc. Comprehension reading followed by questions. Easy-Difficult. Our school and its different building locations. Bus. car. Module III Changing affirmative sentences to negative ones and vice versa Human body parts. by airplane.g. Grammar: Negation of a sentence with a verbal predicate.CHINESE – III Course Code: Course Objective: Foreign words are usually imported by translating the concept into Chinese. xibian. Little-More. Young-Old. train. fever. Module V Persuasion-Please don’t smoke. Boy-Girl. by bus. left. . boat. outside. side. Traveling. Introduction of written characters. by boat. Old-New.g. etc. behind. Practice reading aloud Practice using the language both by speaking and by taking notes. Directional words – beibian. But the system runs into a problem because the underlying name of personal name is often obscure so they are almost always transcribed according to their pronciation alone. the emphasis is on the meaning rather than the sound. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin. the language of Mainland China. by train. Not feeling well words e. Module IV The ordinal number “di” “Mei” the demonstrative pronoun e..g. in front. top. mei nian etc. middle. dongbian. Talking about studies and classmates Use of “it doesn’t matter” Enquiring about a student. BigSmall. right. cold. The course aims at training students in practical skills and nurturing them to interact with a Chinese person. inside. Going to the Park. Description about class schedule during a week in school.g. Grammar use of “li” and “cong”. .g. head ache. “keyi”. nanbian. MMS 348 Credit Units: 02 Course Contents: Module I Drills Dialogue practice Observe picture and answer the question. mei tian. bottom. straight. bike etc. Clean-Dirty. Use of the modal particle “le” Making a telephone call Use of “jiu” and “cal” (Grammar portion) Automobiles e. use of to enter to exit Structural particle “de” (Compliment of degree).

Part-2” Lesson 21-30 .Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • “Elementary Chinese Reader Part I.

Nature and importance of Sales Management. Today. concepts. Sales Quota –Type. 2007 • Smart Selling. Selection of a Salesperson Module V: Training. Bursnick and Spiro • Sales and Distribution Management-KK Havaldar and VM Cavale. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Sales Management By Tanner . Latest emerging trends and practices to be discussed. Negotiation & Problem Solving Module II: Managing Sales Information & Process Strategic Planning for Sales. Controlling & Evaluating the Salesforce Module VI: Emerging Trends in Advanced Selling Integrating Sales with Other functions of Management. Compensating the Salesforce. David Mayer and H M Greenberg. Pearson Education References: • Sales Management-E Cundiff and N Govini 5th Edition. Motivation & Compensation of Salesforce Managing the Sales Training Process. the role of salesperson has changed from being seller of products and service to a solution provider. dynamic marketing environment of 21st century.ADVANCED SALES MANAGEMENT Course Code: Course Objective: In the fast changing. Forecasting Approaches. • Management of Sales force. Forecasting Marketing Demand. Buying Situations and the Sales Process Module III: Management of Sales Territories and Sales Quotas Sales Territories –size & design.Tapan Panda and Sunil Sahadev. Motivating the Salesforce. This advanced sales management program is meant to acquaint the aspiring sales managers with theories. Prentice Hall of India. MMS 303 Credit Units: 03 Course Contents: Module I: Nature. Making and Retaining Customers for Lifetime. Selling Situations and Selling Skills. 2008. • What makes a good salesman. They are expected to coordinate sales and distribution functions in order to achieve the goals of their organizations.. Planning the Recruitment. Emerging trends in Sales Management. The Ten Commandments of Effective selling. Method & Problem Module IV: Organising & Staffing Salesforce Size of the Salesforce. Honeycutt. Oxford. Stanton. • Sales and Distribution Management. T M Hill . Christopher Power. role and importance of Sales Management Evolution of Sales Management to modern day. To help understand the various facets of the role of a sales manager. Erffmeyer . • • • To introduce students to the concepts and theories of Advanced sales Management To develop an understanding of important selling skills such as Negotiation and Problem Solving. sales manager are looked upon as corporate team leaders who are able to manage sales across multiple channel formats. techniques and practices related to sales in this era of higher customer orientation of businesses.

Process of Media planning. types & levels of media planning. Nature. Developing Sales Promotion Campaign. Trout and Ries. Scope. Advertising • David Ogilvy. Types of sales Promotion Tools – Dealer Promotion . format. Media strategy – Factors of Media. Module VI: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution. Advertising Theory & Practice • SL Gupta. Ratroll. content. A&M. MMS 304 Credit Units: 03 Course Contents: Module I: Advertising Introduction Advertising defined – Nature. the methods and tools used. Tone. Setting advertising budgets – Methods and factors. Sales as an advertising objectives. DAGMAR Approach. Myers and Batra References: • Magazines. Ziegler. Types & Limitations of Advertising. Process of developing Ad Campaign. Advertising Management. Advertising as industry. Module III: Creative and Media Strategy Creative Strategy. Module IV: Advertising Evaluation Pretest – Types of various Pretest Methods. Theme & Appeal. Advertising agencies – Client Agency relationships Module II: Setting Advertising Domain Setting Advertising objectives. Consumer promotion and sales incentives. Advertising • Sandage. Role of advertising in Marketing Mix. advertising and positioning. Advertising & Sales promotion. Winter. . Brand Equity. Business World • Wright.ADVERTISING AND SALES PROMOTION Course Code: Course Objective: To familiarize students with advertising concepts and strategies. Case studies Latest emerging trends and practices. Benefits and Limitation of Sales Promotion. Developing story board and finalizing message structure. Fryburger. Post-test – Various Tools & Applications. to evaluate advertising. Enabling them to develop advertising strategies and plans and to develop the judgment parameters required in product management. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • David Aaker. Message designing – Style. Module V: Sales Promotion Concepts. S Chand Publication.

tendering. the marketing intelligence.Advertising and Marketing. industrial establishment. References: • Michael D Hutt and Thomas W Speh. Industrial Marketing by Richard. Business Standard. Assessing the market reach. economies of scale Vs economies of scope. Industrial Marketing Management: A strategic view of business markets • Newspapers. organizational buying environment. Case Discussion. organizational buying process and organizational buying behaviour. role of MIS and DSS and evaluating the marketing strategies and performances. Module II The strategic perspective in industrial marketing. Brand Equity. Ralph S Alexander and James C Cross. individual Vs group decision making and buying center influences. To be aware of the success stories and failures in Industrial Marketing. Module IV Industrial marketing communications. channel behaviour. Business India.INDUSTRIAL MARKETING Course Code: Course Objective: To understand how marketing for industrial good is different from the traditional marketing. . interactive transactions. the role of exhibitions and domestic and international contacts. fragmented markets and their implications. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • M. sales culture overshadowing the marketing culture. commercial and institutional buying.Economic Times. Business World. the GE matrix. Bidding. • Magazines. Financial Express. OEM and impact on pricing policies. Hill. industrial and consumer marketing. advertising. Module III Buyer seller interactions. sales promotion possibilities. publicity. Michael Porter’s generic options theory. profile of an industrial buyer. MMS 305 Credit Units: 03 Course Contents: Module I Environment of industrial and consumer marketing.

& Clow. political. Impact of technology in enhancing service competitiveness Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • C Bhattacharjee: Services Marketing. GAP model. SERVQUAL. Services Marketing. Customer Retention: Complaint Handling and Service Recovery. Classification of services. the service delivery process. Biztantra Publishers . Physical Evidence and process in services: service-scapes. 2004. Kenneth. Module II Managing knowledge in a service firm (Marketing research). Helen. Services Marketing. Fundamentals of customer satisfaction. services have grown immensely owing to the dynamic technical. Multi attribute model to understand consumer attitudes. economic. Module III: Marketing Mix for Services Product. developing the service communication mix. Monitoring and measuring customer satisfaction. Service models. classification of service industry. The course aims to introduce the concepts of services and marketing of services. Christopher & Wirtz Jochen. E. Excel Books References: • Lovelock. service channels and distribution. The understanding of the concepts of services is very critical as they now form the backbone of a healthy organization. Customer Loyalty. MMS 306 Credit Units: 03 Course Contents: Module I: Overview of services Concept of Services. Buying behaviour of the service consumer family life cycle and services consumptions. Macmilan Publishing • Kertz. Life time value of customer Module V: Service Quality: Assessment and improvement of service delivery Definition and measurement of customer satisfaction. social and competitive environment.SERVICES MARKETING Course Code: Course Objective: Ever after the postindustrial era. Understanding customer service. To draw a clear distinction between products and services and further make the students understand the complexities involved in handling services. David L. Pearson Education • Woodruffle. Service blueprint components. Module IV: Customer Retention through CRM Understanding customer expectations. Price of services. Characteristics of services: The 4 I’s of services. services environment. Services Marketing. Definition and measurement of service quality. 2004. Growth of service industries.

Advertising and Marketing. The Rural Marketing Book. profiles of urban/ customers and differences in their characteristics. Brand Equity. . advertising and sales promotion strategies for rural marketing and characteristics of pricing in rural markets for different products and factors influencing. To be aware of the success stories and failures in rural Indian Marketing. • Newspapers. HLL Project Shakti. Business World. sales target strategies. • Magazines. products and services in the rural markets and channels of distribution and trade management. principles of marketing as relevant to rural marketing changing concept of marketing. Module II Features of rural markets/ infrastructure. Module VI Rural Market research and market information system and a glimpse of the future of rural marketing. Module III Transportation and communication. motivation and Examination. Module V Marketing strategies.RURAL AND AGRICULTURAL MARKETING Course Code: Course Objective: To understand how is marketing done in rural India. Sagar. Business India . organizing for rural marketing and new product launch techniques for rural markets. Rural Marketing. MMS 307 Credit Units: 03 Course Contents: Module I Rural marketing an overview. Business Standard. policy. Biztantra References: • TP Gopalaswamy.Economic Times. DCM Haryali Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Pradeep Kashyap & Siddhartha Raut. Module VII Case Studies: ITC eChaupal. Module IV Marketing objectives. Financial Express. sales management practices training.

Report Writing for business Module II: Choosing a direction. Harvesting Strategies versus Go for Growth. • West Chris . Cost Benefit Analysis. Foster – Entrepreneurship for Dummies. Debt. Intellectual Property creation and protection. opportunity recognition and entry strategies New product. A typology of entrepreneurs: Defining survival and success.ENTREPRENEURSHIP AND NEW VENTURES Course Code: Course Objective: The course will help the students to acquaint with the special challenges of starting new ventures. Prentice Hall. the business plan as an entrepreneurial tool. Sources of external support. Kogan Page. venture capital and other forms of financing.Competitive Intelligence. The strategic window of opportunity: scanning. . MMS 308 Credit Units: 03 Course Contents: Module I: Concept of an entrepreneur and Entrepreneurship The entrepreneur’s role. References: • Allen. • Peter Krass – Book on Entrepreneur’s Wisdom. The changing role of the entrepreneur: mid career dilemmas. New York • Cook Michelle & Cook Curtis . Feasibility Analysis. • Burton and Bragg – Accounting and Finance for your Small Business. positioning and analyzing. networks and frameworks Module IV: Closing the window: sustaining competitiveness Maintaining competitive advantage. Entrepreneurship as a style of management. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Lynne Milgram . Polgrave Publications. John Wiley and Sons. Financial Projections and planning.Managing Smart. task and personality. John Wiley.Competitive Intelligence. introducing new product and service ideas. Sponsorship and Acquisition. The entrepreneurial venture and the entrepreneurial organization Module II: Setting New Venture Making business Plan. Developing entrepreneurial marketing: Competencies. Module III: Gaining commitment Gathering the resources. Franchising. IDG Books Worldwide.

Management Consulting Services. Consulting and performance. Harvard Business Review. Management Practice and Cultural Issues. Separating Consulting Success from Consulting. . Emerging Opportunities in Various Sectors including Social Sector. Integrative in approach. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Bareus S. &Wilkinson J. Some Revealing Situations Module IV: Cross Cultural Management Systems and Processes Types of organizational culture.. Disaster. Fact-Finding Leading to Solution Development and Implementation.Cultural Issues Module V: Economic and Social Issues in Management Adaptation to Changing Environment in General and Economic Environment in Particular. Jay A. “activating adult committees”. 1999. Geert Hofstede and Cross. Why Unethical Decisions Leading to Conflicts are Taken. Strength of organizational culture. 1994. 2nd Edition. Cross. The Global Competitive Environment and the internal scene in India. Acquiring and Developing Talents for Consulting Module III: In-house Management versus Management Outsourced Why a Sense of Skepticism and Unease Towards Management Consultants. Importance of culture to the organization. 65. Cultural Models. McGraw Hill. Pricing of Consultancy. September / October 1987. Outsourcing Management Services and Evolution of Management Consultancy. Corporate Governance and Ethics. Dutton 1992 • Kumar Mangalam Birla Committee Report on Corporate Governance – “Legislation alone is not enough”. ECONOMIC AND ETHICAL ISSUES Course Code: Course Objective: The course aims at bringing the students closer to reality by developing their understanding of the professional prerequisites to practice of management in terms of required skills and attitude to respond proactively to rapid discontinuous change in business environment. War Game. Cost versus Value of Advice. counseling Module II: The Process of Management Consulting Consulting Proposals. Initiatives on Corporate Governance by the Governments.The Hindu. Identification and Definition of Problem.W. MMS 401 Credit Units: 04 Course Contents: Module I: Introduction Modern Management Practices and Issues Involved. Developing Strategic and Tactical Plans and Subcontracting. “Managing the Future: The 1990s and Beyond”. Module VI: Ethical Issues in Management Relationship among Various Stakeholders. • Cogner. Reasons for Conflict of Interests Among Stakeholders. October 10. Function of organizational culture. ‘appraising Boardroom Performance. this course aims at developing not theoreticians but practitioners who are expected to sense the ongoing conflict between environmental change and internal desire of management for stability. January-February 1998. References: • Cadbury.MANAGEMENT IN ACTION . Sir Adrian.W.SOCIAL. David Finegold and Edward E Lawler III. “Shareholder – friendly steps” .Cultural Perspectives. Harvard Business Review. The global Political Situation. Economic Growth and Change Areas. “Ethical Managers Make Their Own rules”. • Drucker. Power and Politics. Skills-set required for Management Consultants. Peter F.

Doing Deals: Investment Banks at Work. Cadbury. Eccles. “Managing Organizational Integrity”. Simon Schuster International Group 1990.G. Lynn Sharp. Sodarn. R. 1995. pp 68-75. “Transparency in Corporate Governance”. Harvard Business Review. Indian Management Vol. Dr. Paine. “Crises Prevention’s. Sir Adrian. Indian Management. March – April 1994.10.B. Director Books. D. No. Dangerous Company. Salmon W.• • • • • • • Parekh. October 1999.J. 38. “The Real Meaning of Corporate Governance”. August 1999. “The Company Chairman”. and Crane. Harvard Business Review. How to Gear up Your Board”. JanuaryFebruary 1993. Kailash. Deepak S. McGraw Hill International James O-Shea. NB .

‘Phoenix without the ashes: achieving organization . Building Models. Rewarding Excellence Module IV: Excellence Indicators Types of Indicators. industry visits. . alumni meet. placements. This common sense approach combining self-examination surveys. Distinguishing Characteristics Module V: Applying Excellence Application of Excellence. Cultivating the Attitude &Developing the Habit for achieving excellence Module II: Excellence for Everyone & Excellence for Everything Recognizing the Qualities.MANAGERIAL EXCELLENCE Course Code: Course Objective: To help the students of Business Management believe in excellence and create an environment that cultivates the same. Self-evaluation of achievements Examination Scheme: Components Weightage (%) P1 10 C1 50 CT1 20 EE1 20 Text & References: • English. The main area to provide the practical exposure include small activities to a mega event such as guest lectures. publications etc. The course will be delivered as under: Class room 20% Practical 80% MMS 402 Non Credit Course Course Contents: Module I: Introduction to Excellence Self-evaluation. management competitions. Excellence Ethics. corporate meet. practical exposure and team work is applicable. Professional Characteristics ] Module III: Achieving Excellence Instilling Excellence. Practical Steps. conferences. Internal. Obstacles to Excellence. This course is designed to provide hands on experience for professional success. class exercises. seminars. Definition of Excellence.Excellence through common sense Management’ CRC Press. Managing Excellence. Excellence for Everything: External vs. It aims at focusing on the basics and establishes a flexible strategic direction with a team-based organizational concept as they work to advance their team and their department. Gary.

place of publication and publisher are included. The Dissertation plan or outline It is recommended that you should have a dissertation plan to guide you right from the outset. The title may not be decided until the dissertation has been written so as to reflect its content properly. at an early stage of your work. • of value and interest to you and your personal and professional development. • In many ways. you have been thinking of a topic for some time.DISSERTATION Course Code: MMS 455 Credit Units: 09 The aim of the dissertation is to provide you with an opportunity to further your intellectual and personal development in your chosen field by undertaking a significant practical unit of activity. the dissertation plan generally provides a revision point in the development of your dissertation report in order to allow appropriate changes in the scope and even direction of your work as it progresses. to make constructive comments and help guide the direction of your research. author’s name and initials. the dissertation plan is an outline of what you intend to do. . the plan encourages you to come to terms with the reading. or formulating questions to be investigated. • Make clear what is a direct a direct quotation and what is your paraphrase. date of publication. having an educational value at a level commensurate with the award of your degree The dissertation can be defined as a scholarly inquiry into a problem or issues. and therefore helps build up your confidence. including those discarded. (You may consider starting a card index or database from the outset). • It provides your faculty-guide with an opportunity. The timetable should include writing of the dissertation and regular meetings with your dissertation guide. Workout various stages of dissertation • Devising a timetable to ensure that all stages of dissertation are completed in time. It is important to distinguish here between ‘dissertation topic’ and ‘dissertation title’. involving a systematic approach to gathering and analysis of information / data. • Establishing the precise focus of your study by deciding on the aims and objectives of the dissertation. • Finally. • Ensuring that when recording sources. chapter wise and therefore should reflect the aims and objectives of your dissertation. Selecting the Dissertation Topic It is usual to give you some discretion in the choice of topic for the dissertation and the approach to be adopted. • Drawing up initial dissertation outlines considering the aims and objectives of the dissertation. Making an accurate note of all quotations at the time you read them. • related to one or more of the subjects or areas of study within the core program and specialisation stream. title. • The writing of a plan is the first formal stage of the writing process. The topic is the specific area that you wish to investigate. subject to the availability of adequate sources of information and to your own knowledge. Consider very carefully what is worth investigating and its feasibility. Essentially. Planning the Dissertation This will entail following: • Selecting a topic for investigation. thinking and writing in a systematic and integrated way. defined broadly. Normally we would expect it to be: • relevant to business. Deciding this is often the most difficult part of the dissertation process. leading to production of a structured report. You will need to ensure that your dissertation is related to your field of specialization. Few restrictions are placed on the choice of the topic. • clearly focused so as to facilitate an in-depth approach. and perhaps. Keeping records This includes the following: • Making a note of everything you read. There are several reasons for having a dissertation plan • It provides a focus to your thoughts. with plenty of time left for changes.

Journal of Business Finance and Accounting. 1991. Prentice Hall. • Chapter I should be a general introduction. graphs and tables giving titles and page references. Has the student collected information / data suitable to the frameworks? 6. the rationale for the dissertation. 1996 • Finally. Name of degree/diploma and the date of submission. No6. Do the conclusions relate well to the objectives of the project? 9. author. The limitations of the dissertation should also be hinted in this chapter. 2. Draper P and Pandyal K. faculty guide will consider the following aspects: 1. • Front page should provide title. Examination Scheme: Contents & Layout of the Report Conceptual Framework Objectives & Methodology Implications & Conclusions Viva/ Presentations TOTAL 30 10 15 15 30 100 .Dissertation format All students must follow the following rules in submitting their dissertation. 1996. pp 791-832. The number of chapters and their sequence will usually vary depending on. the following details are required: Levi. Vol18. For articles from journals. M. • Next to follow should be a synopsis or abstract of the dissertation (approximately 500 words) titled: Executive Summary • Next is the ‘acknowledgements’.25 inches/ 3 cm Guidelines for the Assessment of the Dissertation While evaluating the dissertation. and conclusions. the following details are required e. do these constitute parts of a whole? 3. • Other chapters will constitute the body of the dissertation. Has the student succeeded in drawing conclusion form the analysis? 8. left and right margins: 1. Is this based on up-to-date developments in the topic area? 5. These should only include relevant statistical data or material that cannot be fitted into the above categories. These should be cross . giving the background to the dissertation.g. • Second page should be the table of contents giving page references for each chapter and section. International Financial Management. The Investment Trust Discount Revisited. Nov. the plan. If there is more than one objective. Layout of the written report. methodological issues and problems. New York. among others.5 • Top and bottom margins: 1 inch/ 2. Are the techniques employed by the student to analyse the data / information appropriate and relevant? 7. The Layout Guidelines for the Dissertation • A4 size Paper • Font: Arial (10 points) or Times New Roman (12 points) • Line spacing: 1. possibly with a suggestion of the direction of future research on the area.references with your text. Has the student developed an appropriate analytical framework for addressing the problem at hand. For books.5 cm. a discussion of their implications. on a critical review of the previous relevant work relating to your major findings. you should give a list of all the references you have used. • After this concluding chapter. 3rd Ed. • The next page should be the table of appendices. Has the student been regular in his work? 10. Has the student made a clear statement of the objective or objective(s). the objectives of the dissertation. you should give any appendices. 4.

Adler R Oxford .IV Course Code: Course Objective: The influx of multinationals. FDIs and Retail Management makes global communication a harsh reality and offers cultural communication challenges. MMS 442 Credit Units: 01 Course Contents: Module I: Importance of Culture in Communication Principles of effective cross cultural communication Developing Communication Competence Module II: Barriers to effective communication Sender.BUSINESS COMMUNICATION . Thomson Understanding Human Communication. 9/e. Raman – Prakash. Oxford Business Communication for Managers: An Advanced Approach. This course is designed to inculcate transcultural communication skills among the young Amitians. Receiver and Situation related barriers Measures to overcome the barriers Listening skills Module III: Cross cultural communication Characteristics of culture Social differences Contextual differences Nonverbal differences Ethnocentrism Examination Scheme: Components Weightage (%) CT1 20 CT2 20 CAF 25 V 10 GD 10 GP 10 A 5 CAF – Communication Assessment File GD – Group Discussion GP – Group Presentation Text & References: • • • Business Communication. Penrose.

Group (1996). A. (2005). events. (2003) Knowledge Management: A Resource Book.) Module VI: End-of-Semester Appraisal Viva based on personal journal Assessment of Behavioural change as a result of training Exit Level Rating by Self and Observer Text & References: • • • J William Pfeiffer (ed. Pfeiffer & Company Smither Robert D.BEHAVIOURAL SCIENCE . strength & style Analyzing choke points in your personal processes by analysis in area of placements. conference. Macmillan India Ltd. Religion Sense of pride and Patriotism Managing Diversity Module II: Components of Excellence Personal Excellence: Identifying long-term choices and goals Uncovering the talent. Organizational and Environmental Personal Styles and strategies of coping Module V: Professional Success Building independence & interdependence Reducing resistance to change Continued reflection (Placements. • Kamalavijayan. Delhi. extracurricular activities. Vol 2.T. interruptions and time wasters Module III: Career Planning Knowing one’s Interest and Aptitude Identifying available Resources Setting goals to maintain focus: Developing Positive attributes in personality Self-reliance and Employability skills Module IV: Stress Management for Healthy Living Meaning and Nature of Stress Stages of stress Causes and Consequences of stress: Personal. The Psychology of Work and Human Performance. projects extracurricular Activities etc. Information and Knowledge Management. events..IV (PERSONAL AND PROFESSIONAL EXCELLENCE) Course Code: Course Objective: This course aims at imparting an understanding of: Build and leverage your professional reputation Maintain focus in pressure situations Make a balanced choice between professional and personal commitments MMS 443 Credit Units: 01 Course Contents: Module I: Individual. Excel Books. Society and Nation Individual Differences and Dimensions of Personality Socialization Process Relating to the Nation: Values. Harper Collins College Publishers Raman. seminars. Delhi . handling criticism. projects etc. seminars. time management. Culture. 1994.) Theories and Models in Applied Behavioural Science. Developing professional power: Goal-setting. D. conferences.

Intermédiaire – p. expliquer une situation de stress. je crois que … 5. futur simple. faire des projets Contenu grammatical: 1. Français.100 Contenu lexical: Unité 7: Tranches de vie 1. évoquer un souvenir 2. raconter une histoire 3.Com. chaque/chacun 2.FRENCH . pronom en de quantité. emploi du passé composé et de l’imparfait 3. que. rapporter des événements marquants d’une vie professionnelle 4.IV Course Code: Course Objective: To strengthen the language of the students with both oral and written To provide the students with the know-how • to master the tenses – present. 106 Rédiger un résumé (Cf. où. propositions complétives : je pense que…. pour. relatifs qui. Intermédiaire. past and future • to express emotion • to accomplish simple tasks of day-to-day programmes • to prepare résumé MMS 444 Credit Units: 02 Course Contents: Unité 7: pp. en 4. donner son avis 5. formation de l’imparfait.Com (Débutant) . pronom y Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: le livre à suivre : Français.98) Passer un entretien d’embauche. Français.p.6. pendant.Com. mise en relief. indicateurs de temps : depuis. Campus 2 – P. il y a.

which will later help them to strengthen their language. Introduction to Advanced Grammar Language and Professional Jargon MMS 445 Credit Units: 02 Course Contents: Module I: Present perfect tense Present perfect tense. To give the students an insight into the culture. Lernziel Deutsch Hans-Heinrich Wangler. read and write in the language with the help of the basic rules of grammar. trotz) Module VIII: Picture Description Firstly recognize the persons or things in the picture and identify the situation depicted in the picture. Sprachkurs Deutsch . geography.GERMAN . wegen. Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • • Wolfgang Hieber. Secondly answer questions of general meaning in context to the picture and also talk about the personal experiences which come to your mind upon seeing the picture. usage and applicability Usage of this tense to indicate near past Universal applicability of this tense in German Module II: Letter writing To acquaint the students with the form of writing informal letters.IV Course Code: Course Objective: To enable the students to converse. statt. political situation and economic opportunities available in Germany. Module III: Interchanging prepositions Usage of prepositions with both accusative and dative cases Usage of verbs fixed with prepositions Emphasizing on the action and position factor Module IV: Past tense Introduction to simple past tense Learning the verb forms in past tense Making a list of all verbs in the past tense and the participle forms Module V: Reading a Fairy Tale Comprehension and narration Rotkäppchen Froschprinzessin Die Fremdsprache Module VI: Genitive case Genitive case – Explain the concept of possession in genitive Mentioning the structure of weak nouns Module VII: Genitive prepositions Discuss the genitive propositions and their usage: (während.

L Aneja. Deutsch als Fremdsprache 1A.• • • • Schulz Griesbach. Grundkurs . Deutsche Sprachlehre für Ausländer P.2 Braun. Schmöe. Nieder. 2 & 3 Rosa-Maria Dallapiazza et al.1. Deutsch Interessant. Tangram Aktuell A1/1.

grammar.SPANISH . doler Module III Imperatives (positive and negative commands of regular verbs) Module IV Commercial/ business vocabulary Module V Simple conversation with help of texts and vocabulary En la recepcion del hotel En el restaurante En la agencia de viajes En la tienda/supermercado Examination Scheme: Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5 C – Project +Presentation I – Interaction/Conversation Practice Text & References: • Español Sin Fronteras (Nivel – Elemental) . voice modulations/intonations to handle everyday Spanish situations with ease. Apetecer.IV Course Code: Course Objective: To enable students acquire working knowledge of the language. Parecer. to give them vocabulary. MMS 446 Credit Units: 02 Course Contents: Module I Revision of earlier semester modules Introduction to Present Continuous Tense (Gerunds) Module II Translation with Present Continuous Tense Introduction to Gustar.

JAPANESE - IV
Course Code: Course Objective:
To enable the students to comfortably interact using basic Japanese. Note: Teaching is done in roman as well as Japanese script, students will be taught katankana (another form of script) in this semester i.e. to be able to write all the foreign words in Japanese.

MMS 447

Credit Units: 02

Course Contents:
Module I Comparison using adjectives, making requests Module II Seeking permission Module III Practice of conversations on: Visiting people, Party, Meetings, After work, At a ticket vending machine etc Module IV Essays, writing formal letters

Learning Outcome
 Students can speak the language describing above-mentioned topics.

Methods of Private study /Self help
  Handouts, audio-aids, and self-do assignments, role-plays. Students are also encouraged to attend Japanese film festival and other such fairs and workshops organized in the capital from time to time.

Examination Scheme:
Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5

C – Project +Presentation I – Interaction/Conversation Practice

Text & References:
Text: • Teach yourself Japanese References: • Shin Nihongo no kiso 1

CHINESE – IV
Course Code: Course Objective:
How many characters are there? The early Qing dynasty dictionary included nearly 50,000 characters the vast majority of which were rare accumulated characters over the centuries. An educate person in China can probably recognize around 6000 characters. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin, the language of Mainland China. The course aims at training students in practical skills and nurturing them to interact with a Chinese person.

MMS 448

Credit Units: 02

Course Contents:
Module I Dialogue Practice Observe picture and answer the question Pronunciation and intonation Character writing and stroke order. Electronic items Module II Traveling – The Scenery is very beautiful Weather and climate Grammar question with – “bu shi …. Ma?” The construction “yao … le” (Used to indicate that an action is going to take place) Time words “yiqian”, “yiwai” (Before and after). The adverb “geng”. Module III Going to a friend house for a visit meeting his family and talking about their customs. Fallen sick and going to the Doctor, the doctor examines, takes temperature and writes prescription. Aspect particle “guo” shows that an action has happened some time in the past. Progressive aspect of an actin “zhengzai” Also the use if “zhe” with it. To welcome someone and to see off someone …. I cant go the airport to see you off… etc. Module IV Shipment. Is this the place to checking luggage? Basic dialogue on – Where do u work? Basic dialogue on – This is my address Basic dialogue on – I understand Chinese Basic dialogue on – What job do u do? Basic dialogue on – What time is it now? Module V Basic dialogue on – What day (date) is it today? Basic dialogue on – What is the weather like here. Basic dialogue on – Do u like Chinese food? Basic dialogue on – I am planning to go to China.

Examination Scheme:
Components Weightage (%) CT1 20 CT2 20 C 20 I 20 V 15 A 5

C – Project +Presentation I – Interaction/Conversation Practice

Text & References:
• “Elementary Chinese Reader, Part-2” Lesson 31-38

CUSTOMER RELATIONSHIP MANAGEMENT & TECHNOLOGY
Course Code: Course Objective:
CRM today examines the observable, quantifiable relationship building techniques and explains how they can be adapted for use by large, multinational businesses. The emphasis is on enhancing life time value of customers and developing partnering relationships with profitable loyal customers The course aims to help our student managers understand the concept and practice of CRM, thereby inculcating in them the “CRM MINDSET”, which in turn will enable them to occupy some of the positions like: Customer Care/ Customer Relationship Managers in various B 2 B and B 2 C organizations. To address these objectives, the course aims to: Enhance the understanding of various strategic and tactical approaches, tools and support systems that companies are implementing to develop effective relationship with key customers. • Develop Managerial insights into the role, value and prospects of CRM in the process of forming, managing, measuring and enhancing customer relationships. • Provide Exposure to the Latest technologies used in CRM.

MMS 403

Credit Units: 03

Course Contents:
Module I: Conceptual Foundation of CRM Introduction to CRM, Difference between transaction and CRM, Database Marketing, Relationship Marketing, Experiential Marketing, Framework of CRM and its Evolution, Elements of CRM, Different perspective of CRM, Types of CRM, Benefits of CRM, E-CRM. Module II: Managing Customer Relationship Introduction (Pre Industrial age, Industrial age , Service Economy age, Knowledge Economy Age), Key Principles of Relationship marketing, Relationship marketing and Value chain, Managing the customer as an asset, Customer Touch points, Customer privacy, Customer Value: Concept and characteristics , Key Account Management, Customer Segmentation as a prerequisite to CRM. Module III : Managing different stages of CRM Customer Acquisition Strategies, Customer Retention Strategies (Zero defections), The add-on-selling, Customer Equity, Customer Metrics, Customer loyalty, Loyalty ladder, Life time value, The value of measuring customer satisfaction, Conflicts and Customer Complaint Management, Module IV: Overview of CRM in service sector Service Business Characteristics, Service Customer Classification, Service Marketing Mix, Service Recovery, Marketing of Services- Banking Industry, Retail Industry, Aviation Industry, Hospitality Industry, Pharmaceutical Industry, Telecom Industry. Module V: CRM on Web & Software eCRM and Portal, eCRM Feature,eCRM Software Implementation Sales Force Automation - Sales Process, Activity, Contact, Lead and Knowledge Management, , Enterprise Resource Planning (ERP), Data Mining, Data Warehouse , Study of Different Software, Saleslogix.com, SAP, Seibel, People soft, Smiles, oracle. Module VI: Emerging Trends CRM Implementation: Defining success factors, preparing a business plan - requirements, justification, processes Integrating the concepts with other functions of Management, Case studies, Live project to be undertaken starting with conception of idea to final execution, Latest emerging trends and practices.

Examination Scheme:
Components Weightage (%) P-1 10 C-1 5 CT-1 15 EE 70

Text & References:
Text: • G Shainesh & Jagdish N Sheth , Customer Relationship Management-A Strategic Approach . References:

• • • • • • •

Alok Kumar, Chhabi Sinha, Rakesh Sharma, Customer Relationship Management – Concepts and Application 2009, Biztantra. Alok Kumar Rai – Customer relationship Management Concepts and Cases 2008 Edition, PHI Zikmund, McLEOD, Gilbert, Customer Relationship Management S.Shajahan Relationship Marketing 2009 Tata McGraw Hill Judith W.Kincaid – Customer Relationship Management- Getting it Right 2007 Pearson Education. Jill Dyche- The CRM Hand book 2006 Pearson Education. Ed Peelen – CRM 2009 Pearson Education Ronald S, 2001, Accelerating Customer Relationships, Swift, PHI’

How Shopping Mall differs from other Retail Formats in characteristics such as Location.RETAIL AND MALL MANAGEMENT Course Code: Course Objective: The primary objective of the course is to have students develop marketing competencies in retailing and retail consulting. Merchandising and Buying and their effect on ROI.). Transportation. Niche conveniences Shopping Centre / Mall Location: Existing mall traffic. Positioning for Differentiation. Sensitive mall management. Electronic Data Interchange. Community. Shopping Centre/mall Location. Construction and fit-up). sound. Setting up Stores before Opening. SHOPPERS' STOP etc. The Space mix: (Single goods. impulse purchase Merchandise). Plan the lay-out smartly. ARCUS.. Training Personnel on Sales floor to create Displays. Merchandise. Visit to some reputed Retail Stores/Outlets in around Delhi. Customer Service and Accommodation. convenience goods. Busking Licences. Administration and Facilities. The course can also benefit students interested in starting their own consulting firm. This includes developing an understanding of the challenges and opportunities faced by professionals and companies in this sector of the consulting industry.-Site Selection Store Design and the Retailing Image Mix: (employees. Retail Advertising. The Mall. Design and Layout Store Planning: Location Planning. The Bazaar. design and layout. Location. visual. ANSAL PLAZA. Some examples of Retail Stores viz. Be mindful of shopping basket. the course is designed to foster the development of the student’s critical and creative thinking skills. odour. Simultaneously. Specialty Store.High-Street Location. Location Parameters. Key Drivers of Retailing in India. The emporium. Departmental Store. Sales Promotion. etc. Growth of Retail Business / Outlets in India. Entertainment as Customer Value in Malls Module VI Lessons from the experience of Crossroads in India: Define the target audience clearly. The Plaza. Retail Formats and their Characteristics viz. Inter-Transfer Note (ITN). The Human Resource Factor. space / layout. fixtures. Merchandise Management Cycle. type. Space / Layout.S. Customer profile etc.. Outdoor dining permits. Warehousing and SCM: Vendor Management. Module V Defining Shopping Mall. LIFE-STYLE. Besides learning more about retailing and retail consulting. density etc. and opportunities faced by retailers. constraints. Organizing merchandising units such as Racks and Shelving Strategic Store Planning and Project: (Store location assessment. Retail Floor and Shelf Management. POS and Back-end Technologies. Working with Floor Plans and Store Requirements. Destination/Free Standing Location. and Crossroads in Mumbai) Strengths and Weaknesses of the Mall Format Licenses and Permits for Mall Operations: (if applicable) Building / Scaffolding Permits. Peaceful assembly / rally. GRN. Location Mapping. designated parking area. Value Chain Visual Merchandising and Displays: Planning the Visual Merchandising Theme and Creating Displays. Retail Scenario (Globally and in India). Setting the lease rental appropriately. Vehicle access permits Characteristics of typical Neighborhood. Arranging Props and Displays. Kiosk Module II: Store Planning. Warehouse Management. Stop-Over. Evolution of Retailing through the Four Gears. merchandise. clean environment. Single Size Denomination. Medium to high rental cost (Examples: DLF Mall in Delhi. Planned Shopping Centers/ Malls. Retail Selling Process. Students taking the course will develop a fundamental understanding of retailing and come away with a fundamental appreciation of the problems. merchandise. MMS 404 Credit Units: 03 Course Contents: Module I Define Retailing. Formats: Super market. Organized Retailing in India. Customer Profile. . Arranging Display Fixtures and Lighting. students taking the course will develop a fundamental understanding of retail consulting. Direct Marketing CRM. Spencer Plaza in Chennai. The Effective Retail Space Management: (Store Layout: the circulation path) Module III: Store Operations POS (Point of Sale) / Cash Process. Marketing: Build Store Brand. The course is designed to prepare students for positions in the retail sector or positions in the retail divisions of consulting companies. Retail Accounting and Cash Management Module IV: Information Management Retail Technology and Retail Automation. and Regional types of U.

Thompson press James & Ron Hasty. Quasi. Stories of some great malls world-wide viz. etc. Jaico publications Patrick M & Robert Retailing. Thomson.. Retail.Cater to the internal customer. Case studies Latest emerging trends and practices. Visit to DLF Mall and City Center. DDF. Tata Mc-Graw Malcom. Retail Marketing. Module VII: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution.Is this the right format for India?. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: • • • • • R Vedamani & Gibbson . Wal-Mart. Images Retail magazine . Retail Management.Mall .

The course focuses on the marketing perspectives and technologies that are distinctly direct marketing and with the interrelationship of direct marketing with the general marketing field. Direct Marketing Creativity.Magazines. Innovation through Creativity & testing The Strategic drivers of Creative Practices. Module III: Managing the Creativity Process in Direct Marketing Introducing Creative Practices and techniques. Making a lead generation programme. Managing Direct Sales Force. Basic Steps of Managing catalogue & print advertising. Module II: Analyzing & Encashing Marketing opportunities for Direct Marketing Research design for direct marketers. Direct Marketing Hand Book. Edward L. Consumer & Business mailing list. Case studies Latest emerging trends and practices. References: • Nash. Module IV: Direct Marketing into Business B to B Marketing. Mathematics tool for control in Direct Module VI: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution. Co-Ops.DIRECT MARKETING Course Code: Course Objective: Direct marketing is quickly becoming an integral part of the marketing strategies of general marketing as well as the method of operation of traditional direct marketers. TV/ Radio. Business. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Bob stone & Ron Jacobs Successful Direct Marketing Methods Tata McGraw Hill. Media of direct marketing. MMS 405 Credit Units: 03 Course Contents: Module I: Conceptual Framework of Direct Marketing Basics and scope of Direct Marketing. Future of Direct Marketing. Internet E-communications. Strategic & Direct Marketing planning. Overview of E-commerce. Module V: Direct Marketing Implementation and Control Marketing Intelligence. The Customer Database: Analysis and Application. offer. Integrated Direct Marketing. Newspaper. Advantage & Disadvantage of Direct Marketing. Tata McGraw Hill .Modeling for business decision support. Telemarketing. Objectives of Direct Marketing. marketing.

concept of hybrid funds. Module III Mutual funds-Meaning. Debt funds and types of Debt schemes. understanding the financial products. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: • • • Marketing Financial services-Mary Ann Pezzullo Marketing of Financial services: V. Merchant banking. introduction to various bank products Selling bank products. concept of cross selling.MARKETING OF FINANCIAL SERVICES Course Code: Course Objective: The course aims to help our student understand the concept and practice of financial services in India. various types of insurance. Types of mutual funds. Venture Capital Funds. Module VI Introduction to the Stock Market & Commodity Markets. Module IV Retail bank products-Meaning of banking business. history and current market scenario –Indian and global. sales distribution channels. Financial Services is the fastest growing sector and offers the Maximum Opportunity of growth for Students MMS 406 Credit Units: 03 Course Contents: Module I Management of financial services. Marketing Channels & selling Strategies followed by insurance sector in India. custodian. Impact of technology on bank marketing. Avdhani Financial services-MY Khan-(TaTa) . Financial planning process. Module V Introduction to housing finance. There functioning. Risk management – Strategy to cover risk. Credit cards.A. introduction to IRDA. Types of equity funds/Growth funds. Other investments. Overview of various financial services in India Module II Insurance-Meaning. Fund Structure. Mutual funds Vs. Registrars. Introduction to the role and responsibility of Asset management company. advantages.

Module II: Building and Development of Service Systems Standard and branded services. taking services to the doorsteps of customers. Management and controls. Human Resource in Services Module III: Operating Service Systems Managing Demand and supply of services. Service Management & Operations References: • Rust. Customizing services. Clow & David L. segmenting services. Loyalty tracking. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: Text: • Gengiz Hakserver. Zahorik & Keiningham. Creating loyal customers through services. Design and development of service products and delivery systems. MMS 407 Credit Units: 03 Course Contents: Module I: Service as Strategy Concepts and understanding. Service business and delivery network. Kurtz. connectivity and brand value creation through outsourced network Module V: Building Customer Loyalty Understanding and significance of customer loyalty. Total Quality Systems. Tools and techniques for total quality and continuous improvements. Service Marketing . Barry Rendes. Robert Russel & Robert Murdich. customer centric operations and building services for competitive advantage. Service Marketing • Kenneth E. Technology impact. Brand significance and impact on businesses Nature of services and service products. Productivity and performance measurements Module IV: Service Business Model Service Business model understanding and significance. Service Value chain Outsourcing and its management.SERVICE OPERATIONS MANAGEMENT Course Code: Course Objective: The objective of the course is to understand the growing significance and impact of services on the growth and economy and the scientific ways to run the operations so as to optimize the business and brand returns. Speed and quality of services.

Global Standards. Operational & tactical decisions in supply chain management. Module III: Supply Chain – Management & Function From domestic to global supply chains. Objectives & Scope. Prentice Hall of India. Inventory Management. The System Elements. Supply Chains in various industries. warehouse or transportation practices. Reverse logistics. Case studies Latest emerging trends and practices. and Operation: Sunil Chopra and Peter Meindel. Also.O.techniques & tools. Integrating the concepts with other functions of Management Module IV: Supply Chain Performance & Design Performance measurement. POS & EDI. Information technology in managing supply chain. Building blocks of supply chain network. Supplier Network Development. material handling & Outsourcing decisions. Warehousing.SUPPLY CHAIN COMPETITIVENESS Course Code: Course Objective: With increasing competition and lesser product differentiation.T. Centralized and Decentralized Logistic Management. International Transportation Issues. 2002 Logistics and Supply Chain Management: G Raghuram. Cross docking & warehousing issues. Bullwhip Effect. Packaging and Unitization Issues. Third Party Logistics (3PL). Issues influencing Supply chain design. competition & technology related. Communication and Control. Make-or-buy Module II: Logistics Management Systems Concept. . to develop their closer and better understanding of logistics activities & their criticality in managing efficient supply chain. Multimodal Transport Operator (M. N Rangaraj . Reefers & the cold chain. Live project to be undertaken starting with conception of idea to final execution. Need & importance of integrated supply chain.) Global Shipping. Strategic. Use of information technology and internet will be highlighted so as to enable students to design supply chain for competitive advantage. Examination Scheme: Components Weightage (%) C 10 A 5 CT 15 EE 70 Text & References: • • Supply Chain Management: Strategy.logistical. Vertical Integration Issues. Planning. companies are focusing on supply chain management to achieve competitive advantage. Technology. Manufacturing. MMS 408 Credit Units: 03 Course Contents: Module I: Supply Chain – Overview “Soil-to-dust”Concept of supply chain. Module V: Best Practices in Supply Chain Management Benchmarking supply chain management. FMCG & perishible product requirements. VMI. Sand Cone Model – importance & implementation. Module VI: Retial Supply Chain Management Challenges faced by Indian retail sector. The course aims to familiarize students of modern systems and procedures in supply chain management. Best practices in Supply Chain Management will be studied across industries with special focus on retailing sector. Supply Chain optimization. management & product related. Demand Volatility.

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